The Ultimate Speaker Contact List: OOH Media Conference 2019

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From May 20th-22nd, 2019, the 2019 OOH Media Conference is bringing the industry that never sleeps right into the city that never sleeps. That’s right, the who’s who of the media industry will be gathering in Las Vegas for two full days of collaboration and networking among some of the most innovative minds in the field.

With the conference quickly approaching, it’s important to check out the quality list of speakers featured at the event. The speakers include C-level executives and marketing professionals across some of the nation’s top companies.

In order to assist in your prospecting efforts and enable you to make the most of your time in Las Vegas, we’ve compiled a speaker list to help you build relationships with some of the media industry’s leading talent. Use this downloadable contact list to connect with key contacts before or after the event.

 

60 Sponsorship Spenders Planning in Q2 & How to Reach Them

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In the realm of sponsorship sales, it’s not just about getting your hands on decision-maker contact information. In order to turn opportunities into deals, what you do with that contact information (and when you do it) is crucial.

According to a Forbes interview from their Young Entrepreneur Council on the best strategies for negotiating sponsorships,

“Timing is very important when it comes to negotiating a corporate sponsorship. It is essential to submit your proposal before your potential sponsors have distributed their budget. Otherwise, even if they like your project, they might not be able to allocate money for it. The earlier you engage with sponsors, the better. ”

-David Henzel, MaxCDN

To help you stay ahead of the curve, and budgetary window, we’re surfacing planning period trends you should be targeting now. Learning how to reach decision-makers using this information will lead to more engaging cold calls, better emails, and optimal conversion rates.

Scoring a sponsorship deal can be tricky, but we’re here to help you guide you through the ins and outs of sponsorship sales and take your prospecting to the next level.

Our in-house team of researchers is doing the hard work so you can spend more time selling. In order to start Q2 on a strong note, we’ve compiled a list of 60 sponsorship spenders planning in Q2 along with verified decision-maker contact information.

5 Tips For Catching the Decision-Maker’s Attention

So, now that you have the contact information, what do you do with it? When approaching a potential partner it’s important to be very targeted in how you reach out to them. Here are 5 tips to help you catch the attention of sponsorship decision-makers: 

1) Personalization is Key

Shooting out a generic email to a big list of marketing and sponsorship contacts is not the way to go. Don’t send emails with your fingers crossed hoping to get a response. According to sources, salespeople spend 13 hours a week on email, so we want to help you make those efforts count. Instead of leaving results up to chance, invest your time in more personalized outreach, and you’re almost guaranteed a better response rate.

2) Utilize Personality Insights

One of the secrets to email outreach success is leveraging personality insights to differentiate your approach based on the individual. With Winmo’s Crystal Knows integration, you can craft personalized outreach with each prospect’s personality traits at your fingertips.

3) Keep It Short and Sweet

Messages should be short and to the point, with a subject line that is fun and creative, and most importantly click-worthy. Sponsorship decision-makers at major brands are bombarded with hundreds of emails daily, so it’s important to stand out from the rest.

4) Do Your Homework

When reaching out, it’s a good idea to show interest in their company in order to differentiate yourself. You could do this by sharing industry news that would peak their interest, congratulate them on a recent accomplishment, or even send over an article they’ve published to show appreciation for their insight.

5) Don’t Forget to Follow Up

Lastly, don’t hesitate to follow up when reaching out to prospects. According to sources, 44% of salespeople give up after only one follow up. Additionally, 92% of salespeople give up after four “no’s”, but 80% of prospects say “no” four times before they say “yes.”

Persistence is key in scoring sponsorship deals. Now that you are approaching the right brands at the right time, it’s important to ensure you reach out with a targeted approach, something relevant to say, and multiple times in order to get a response.

Utilizing Planning Periods To Craft An Effective Email Cadence

With the expertise of Winmo Senior Director of Sponsorship Sales Brian McCue, we’re bringing you three proven follow-up email templates you can use increase your chances of a response from your recipient, and eventually a successful sponsorship.

1) Initial Outreach

Hi (prospect name),

As you’re currently planning your Q2 sponsorship initiatives – looking to partner with organizations that align with your team’s vision & revenue goals, (*organization*) would like to present you with a unique opportunity. Attached is a one-page deck that outlines who we are and how we’ve helped others in your space. Do you have time next week for a 15-minute call?

2) Follow Up Email #1

A majority of the brands that reach out to us end up not being the right fit for our organization. Your brand’s core audience is currently out of Atlanta, GA. Our HQ’s and upcoming event is in Atlanta. Outlined below is a detailed testimonial from one of last year’s sponsors. Based on my research, I think we would be able to exceed these results for your brand. Does tomorrow afternoon work for a quick chat?

*Testimonial* (advice) In addition to the ‘what a great ‘event’ – the testimonial should contain stats around what happened to that brand during/after the ‘event’ (ex) uptick in social media followers/product sales increased the weeks following the ‘event’, bigger opportunities opened up for the brand by just being apart of the ‘event.’

3) Follow Up Email #2

Hey (prospect),

I wanted to bubble this back up to the top of your email. With your new CMO in place, looking to allocate sponsorship dollars by Q4 (targeting the Male, Millennial/ Gen Z demographic), would there be an opportunity for us to connect to go over how (*organization*) will get you in front of your target audience in a way that no other organization can?

Perfect Your Agency Pitch: The Do’s & Don’ts From a Search Consultant

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So, you’ve made it to the last round of an agency search and this brand is the mammoth account your agency has always dreamt of working with- losing this pitch isn’t an option. You’re likely feeling a wave of emotions ranging from excitement to apprehension because there’s is nothing worse than coming so far in the process just to find out your agency wasn’t selected.

With over two decades of experience managing agency reviews, President of AAR Partners, Lisa Colantuono, is more than experienced with the agency pitch process. She hears the inside perspective from marketers on what they are searching for, why agencies were passed up and why agencies were crowned the victor. And if you’re in agency new business, we have a treat for you.

After asking Lisa about her experiences in the field, she dished out many of the top do’s and don’ts of the agency pitch process. Some of which she has learned from the insights of marketers at some of the world’s leading brands, others she has observed independently in hundreds of pitches.

Get one step closer to winning that dream client by following these do’s and don’ts in your next big pitch:

The Do’s:

1. Listen Between the Lines

When pitching a brand, there is a huge difference between passive listening and active listening- and it’s obvious which one your agency is doing. Instead of listening to respond, try listening to what they’re NOT saying.

Lisa explains, “A lot of the time the brand marketer doesn’t know what their actual problem is. They are overwhelmed, their priorities are out of order, and there is ultimately too much going on. They need an outside perspective to cut through the clutter, help them refocus and provide a fresh perspective that addresses the underlying issue at hand.  

She just completed a review in the financial sector and the client team was looking for a structured approach, rooted in segment research that highlighted how they arrived at their suggested strategy. The winning agency successfully demonstrated how the company DNA was used to inform the brand position.

Agencies who can deliver that “ah ha” moment will advance in the search process. If you can show you truly understand the brand promise, its reason for being and how to elevate that brand to the next level, you are much closer to taking home the “w” than the agency that passively listened.

2. Establish Trust

When investing in a new agency partner, brand marketers need to know they can trust you before they “marry you.”  Lisa explains that finding an agency partner is similar to finding a significant other. She adds, “ Falling in love is not just a feeling, it’s trust, reliability, competency, and shared values. Building all of that is key.”

So, how do you build credibility and trust with a brand marketer? Lisa shares a few examples:

  • Share stories
  • Be open
  • Be authentic
  • Be transparent

Lisa even went as far as to urge agencies to share the stories of their failures and the lessons learned that eventually transformed those missteps into successes. “No one learns by always being successful so part of that transparency comes with being vulnerable enough to share the good, the bad and the ugly. Find a way to twist the bad into a learning experience that becomes a benefit for your client.”

3. Differentiate Yourself

Every agency needs to have a unique positioning. As Lisa puts it, “A strong agency positioning helps you have a stake in the ground and shows you stand for something (or even against something). There should always be a reason for being. Why should they choose you in a sea of thousands of agencies?”

As an example, FCB has a positioning of “we are never finished”, meaning they are always on, always thinking and innovating the brand challenges of today and tomorrow. No one is ever finished and the work is never done. This helps marketers understand what they stand for, why they are different, and where their ethics lie. Don’t be afraid to be different- brands hire you for that exact reason.

4. Be Relevant

CMOs have more pressure on them today than they ever have before and as an agency, you need to know what keeps them up at night and show them how you can solve those problems. According to the 2018 CMO Lifecycle Tenure Analysis Report, the average CMO tenure is decreasing while demands and expectations increasing. This means that CMOs are under more pressure than ever to prove ROI early on in their role- so the agencies that can help them achieve this will have a huge advantage.

Here are some ways your agency can show the CMO that your agency will prove a quick ROI:

  • Show your work from past clients who had similar marketing challenges
  • Provide a portfolio that proves you are familiar with their category
  • Demonstrate that you fully comprehend their consumer and their purchase journey
  • Prove that you understand how their consumers use media
  • Expose how their consumers are integrating the brand into their everyday lives

5. Prove ROI

Lisa put a great emphasis on this topic. She affirms, “Bottom line, everything is about proving ROI to the CMO.” Demonstrating how your agency will prove success and impact to the bottom line will give you a major advantage as it will help the CMO convince other C-level decision-makers within the brand to support the investment.

Lisa elaborates, “The CMO needs to highlight the value your agency is bringing to the table through measurements and analytics to the CEO, so if you want to win, make their life easy and provide them with the numbers against the creative.”

6. Show Teamwork:

Lisa has managed hundreds upon hundreds of agency reviews, but one meeting, in particular, stands out in her mind to this day. She recalls, “I was once at the first meeting of an agency search and two of the agencies team members were clearly having an internal issue as when one would speak, the other would roll their eyes. They did this back and forth through the entirety of the meeting. The client caught on to the tension and to no surprise, that agency was immediately eliminated.”

The truth is, no one wants to work with people who can’t work with each other. People hire other people for things like talent, teamwork, and collaboration. Every agency needs to remember that a solid internal relationship is going to affect the external relationship. People want to work with people they like. While having the qualifications is essential, that isn’t the deciding factor for brand marketers. You must have a team that works in unison, that compliments one another, and one that collectively is stronger than the sum of its parts. Remember, the brand is hiring your team as an extension, or partner, of their marketing team. So the ability to collaborate and work well with others is an absolute must.

7. Have Passion

Your agency needs to let your passion shine in every pitch. Not just passion for your agency and its values, but passion for your clients’ business- and that’s something you can’t fake.

When asking Lisa about the importance of passion in the pitch, she explained that more time than not, passion is why a marketer selects an agency partner for their brand.

She explains, “After the final pitches are complete, a lot of times brand marketers are torn between two agencies (even if there are 3+ finalists)  in the review process. Both are qualified, both have gone above and beyond, and both seem like they would be a perfect fit. So, how do they make this decision? Well, it’s not easy. At this point, it’s not about an elimination process, it’s about the selection process. With that said, someone will typically ask “who would you rather have a beer with?” While everything in between is important, the decision always comes down to chemistry.”

8. Eliminate Silos

It’s important that when your agency is pitching that you are selling an integrated format. To the marketer it’s not about one-off recommendations and it’s not just about specialization. They want a 360° approach that can be integrated across all of their platforms. Lisa adds, “Put yourself in the marketer’s shoes and think big picture- even if something is outside of your scope. For example, if you’re hired for website design, have conscious effort to ensure it plays well with everything else that touches the brand. Provide a truly integrated solution.”

Don’ts:

1. Be Full-Service

Going back to the topic of differentiating yourself, being “full-service” doesn’t tell a marketer what you specialize in. Sure, you might offer website development, branding, advertising, and PR- but what is your specialty? Which of those services do you absolutely dominate in? For example, Brunner in Pittsburgh is a full-service agency but a true expert with challenger brands and that’s a differentiating factor for the agency. Allow your differentiating factor to be the service you highlight, and use it to stand out. As Lisa explains, “If you can provide the expertise, backed by a value-based offer that only you can offer, the marketer is definitely going to keep your agency top of mind.”

2. Wing It

It might seem obvious that your agency needs to come prepared to the pitch, but you’d be surprised by how many agencies spend time doing homework on the wrong things. You need to be personalized in your pitch and really identify the pain points the marketer is experiencing. As mentioned before, this will require your agency to translate the marketers subliminal messaging.

Lisa explains, “You might think you know their pain points, but it’s even more likely that you don’t. One time I was speaking to the CMO of Arby’s and he said, “Agencies always think they know my pain points but they’d never guess what it is- my main concern is ensuring our restaurants have clean restrooms.” Bottom line- do your homework, tailor your pitch appropriately.”

3. Monopolize the Meetings

Throughout the many agency search meetings Lisa has managed, there is one common trend she has noticed- agency executives tend to monopolize the meeting even though the day-to-day team should be front and center… especially the lead account executive for the brand.

Lisa advises, “If you’re an agency executive, have trust in your team and demonstrate that trust by inviting them to participate in the meetings and allow them to have the floor. Entrust them to build relationships with your potential clients and show off their talents. Brands want to hear from the day-to-day people they will be working with directly.”

4. Try Winning In The First Meeting

Like any relationship, the brand will always want to date you before they marry you. So stop worrying so much about knocking it out of the park in the first meeting. Winning the pitch is a multi-step process as it takes time and a handful of meetings to establish trust. Rather than trying to win them over immediately, use these tips to establish a stronger bond through each meeting:

  • Show that you have your ear to the ground when it comes to industry trends and continuously offer them your insights
  • Act as a consultant and offer the tools to help them make better decisions

Remember, the goal of each meeting should be to get invited to the next meeting. Answer all their questions, make sure they are feeling secure with your offer, and ensure they leave with a good taste of your thinking and strategy.

5. Make The Pitch About You:

Lisa had only a few words on this very important topic. She advised, “Remember, the pitch process revolves around them, not you. We have it backward in the industry, we talk about credentials and that’s not what the search process is about. It’s about your capabilities and what you can do for that particular prospect. Your proof points are your credentials.”   

Stop spending so much time talking about your awards, your top talent, and your culture.  They’re helpful for the prospect to understand but instead focus on the prospective brand, the CMOs challenges and how your agency not only can provide solutions to those challenges, but become an extension of their marketing team that will drive revenue impacting results.  

Top YouTube Advertisers in Q1 2019

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It’s expected that brands will spend nearly $18M in digital video by the end of 2019- a 25% increase year over year. With consumers spending 5 times the amount of time watching videos as opposed to reading static content, it’s no surprise marketers are ramping up their spend in this category.

Video ads are increasing in popularity and touching almost every part of the web. They can be found on everything from social media networks, top news and trade publications and especially on video-sharing websites such as YouTube.

Nearly 5 billion YouTube videos are watched every single day making it the leading video content channel and more importantly, a hot place for brands to place video advertisements. For vendors and media sellers, this means growing opportunity to work with the brands placing video ads on YouTube.

For that reason, we’ve utilized our enhanced Adbeat integration to deliver you the advertisers who allocated spend toward digital video, specifically on YouTube, throughout Q1 of 2019. We’re also throwing in details on why you should keep these brands on your radar for upcoming opportunities.

Want the contact info for these brand decision-makers? Get your complimentary trial of Winmo here.

1. Grammarly

The online grammar checking, spelling checking and plagiarism detection platform, Grammarly was the highest spending YouTube advertiser in Q1. In September of 2018, our in-house prospecting publication, WinmoEdge, reported that the brand was drastically increasing digital spend, mostly on youtube.com, easybib.com, citationmachine.net and reddit.com.

We can confirm that our predictions were spot on. In Q1, Grammarly spent over $100M on digital advertising, 94% of which was spent on video. The remaining budget was allocated across direct (1%) and programmatic (5%).

2. Wix

In February of 2018, Winmo  reported that Wix would be increasing its digital spend after its Super Bowl ad didn’t perform up to standard. Luckily, it was a learning experience and the brand has ultimately found that digital is more up its alley and has since seen increased growth as a result of utilizing this channel.

The brand has continued to invest heavily in digital advertising, spending over $15M in Q1. The brand spent a heavy chunk (97%) of its digital ad budget on video throughout March, as Wix teamed up with Marvel Studios to promote Wix Turbo and Captain Marvel. It is expected that there will be future campaigns to promote Wix Turbo so keep an eye out on this brand to secure upcoming digital revenues.

3. barkTHINS

There hasn’t been any huge news on barkTHINS since being acquired by Hershey in 2016. However, the brand did allocate 99% of it’s Q1 digital budget to video to capitalize on the Easter holiday. Hershey’s Q1 sales reports indicate that the snacking industry is booming and consumers are willing to purchase greater quantities online, indicating a heavier investment in online spend may be around the corner.

Additionally, an enormous competitor entered the snacking market in April 2019; as Forbes puts it “Snacks are so hot right now that even Ferrero, which not long ago prided itself on being the only top U.S. confectioner that solely focuses on candy, now wants to take a bite of the market.” With such a major competitor entering the market, keep an eye out for spend increases in the coming months.

4. Groupon

With over 97% of the $43M Groupon spent in Q1 being allocated to video, they definitely make the cut for this list of top YouTube spenders. Most recent campaigns highlight kids activities and coupons, “saving by the poolside”, and saving money while traveling- telling us the brand is preparing to bank on the summer season. While there is no immediate action items on this brand, definitely keep them on your radar as they continue to put ad dollars toward the upcoming summer season.

5. Truth Initiative

A leader in tobacco use prevention, Truth’s newest campaign focuses on educating younger audiences on the harmful effects of vaping. This initiative is hardly breaking news, as it became public knowledge in August of 2018. However, we are seeing that the organization is taking heavy measures to reach its audience through YouTube, where 96% of 18-24 year old American’s are active.

How heavy? Well, the brands digital spend in Q1 totaled just over $14M, $13.2M of which was spent on YouTube video ads. 95% of the brands total digital budget was allocated to video while the remainder was spent direct (2%) and programmatic (3%).

6. Southwest Airlines

In January of this year, WinmoEdge reported that SW would be ending its service to Mexico City- choosing to use the financial resources to bolster other routes instead. Our team gave readers the heads up to be expecting spend increases focused on leisure destinations.

Once again, our publication nailed this on the head as the airline just flew its first plane full of passengers to its newest route, Hawaii, at the end of April. These plans have been in the works since early 2018, but once flight approval was given by the Federal Aviation Administration in late February, it was game on for SW. In March, we saw drastic digital increases across video, specifically on YouTube, with campaigns promoting tickets from California to Hawaii at fares as low as $49 each way. SW spent over $18M in Q1 to promote the expansion, $17.7M of which was spent on YouTube. 94% of Q1 ads were spent across video, 5% direct and 1% programmatic. Other sources advise that SW is likely to mount aggressive ad dollars to furthering the Hawaii promotion throughout the remainder of the summer so vendors and sellers should reach out to win last-minute revenues.

Mirren Live 2019: The Ultimate Speaker Contact List

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If you’re an agency leader seeking the best strategies and tactics to enhance your agency’s growth, there is no better event to attend than Mirren Live in New York City. Taking place May 14-15, this two day event is jam packed with educational sessions being led by over 60 speakers and endless networking opportunities.

With the event quickly approaching, we can’t help but admire and express our excitement for the quality list of speakers who will be covering topics from innovative agency models to pipeline growth. These speakers include agency search consultants, agency executives and even leaders from major brands.

Whether you’re attending this year, or wish you were among the crowd, we’ve compiled a speaker list to help you network and build relationships with some of the top talent in the industry. Use this downloadable contact list to connect with key contacts either before or after the event. 

 

 

Top 20 Seattle Agencies

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Seattle is known for many things such as coffee and rainy weather, but what many don’t know is Seattle has a blossoming agency scene that is home to some of the world’s most innovative marketing and advertising agencies.

Want to know which Seattle agencies are managing the budgets and marketing technologies of major brands you want to secure ad dollars with? You’re in luck. We’ve built a list of twenty Seattle-based advertising agencies who have a total client media spend of at least $2 million.

Check out our list below and if you want full access to these agencies decision-maker contact and more details as to where their clients are spending their ad budgets, here’s a complimentary Winmo trial.

1. Allison + Partners

With 30 offices and more than 400 employees worldwide, Allison + Partners is large enough to handle complex assignments, yet small enough to be nimble in its approach. The agency has been honored with many awards but was most recently named The Holmes Report’s 2018 “Best Agency to Work For.”

 

Discipline: Public Relations

Total Client Media Spend: ~$89.18 M

Employees: ~9

Main Phone: (206) 352-6402

Address: 710 Second Avenue Suite 500 Seattle, WA 98104 USA

Top Clients: ADT Security Services, Seventh Generation, Kampgrounds of America, Duraflame, NextVr

2. Belief Agency

Belief Agency is a full-service creative agency that believes good marketing is telling the truth. They build brands by uncovering the beliefs and values that drive action and then elevate those at the top of a communication strategy.

 

Discipline: Creative/Advertising

Total Client Media Spend: ~$244.22 M

Main Phone: (206) 659-6297

Address:  5325 Ballard Avenue Suite 302 Seattle, WA 98107 USA

Top Clients: Microsoft, Kindle, Seattle Seahawks

3. Blue 449

Blue 449 operates in 22 markets across 29 offices with just over 1300 employees. The agency uses an open source philosophy which means operating at the intersection of media, ideas, data, and technology to deliver inventive, collective progress for their clients.

 

Discipline: Media Buying & Planning

Total Client Media Spend: ~$1.32 B

Main Phone: (206) 285-2222

Address: 424 Second Avenue West Seattle, WA 98119-0000 USA

Top Clients: T-Mobile USA, Metro by T-Mobile, Les Schwab Tire Centers, Qantas Airways

4. Copacino + Fujikado

Copacino + Fujikado creates emotional connections between people and the brands they choose to integrate into their lives. The agency’s shared humanity is reflected in the way its team works,how they treat each other and more importantly, how they treat their clients.

 

Discipline: Full Service/Integrated

Total Client Media Spend: ~$40.48 M

Main Phone: (206) 467-6610

Address: 1425 Fourth Avenue Suite 700 Seattle, WA 98101 USA

Top Clients: Holland America Line, Seattle Children’s Hospital, Baseball Club of Seattle, Washington State University

5. Deloitte Digital

A creative digital consultancy, Deloitte Digital helps clients see what’s possible, identify what’s valuable, and deliver on it. The agency brings together creativity, insight, strategy, and technology to build brilliant digital experiences for some of the world’s leading brands.

Discipline: Digital

Total Client Media Spend: ~$130.71 M

Main Phone: (206) 633-1167

Address: 109 Marion Street Seattle, WA 98104 USA

Top Clients: Chipotle, Aspen Dental Management, Casey’s General Stores

6. Denny Mountain Media

Denny Mountain Media is a boutique staffing agency that specializes in sourcing digital content, design, and marketing talent. They find digital marketing talent who works directly with their clients on a contract basis to deliver a marketing vision in whatever works.

 

Discipline: Digital

Total Client Media Spend: ~$242.72 M

Main Phone: (425) 831-7130

Address: 1300 North Northlake Way Suite 200 Seattle, WA 98103 USA

Top Clients: Microsoft Corporation

7. DNA Seattle

DNA is an independent creative agency that embeds strategic planning, communications strategy, and technology into the creative process to create love between people and brands.

 

Discipline: Design

Total Client Media Spend: ~$10.28 M

Employees: ~15

Main Phone: (206) 770-9615

Address: 1301 Fifth Avenue Suite 2600 Seattle, WA 98101 USA

Top Clients: Ben Bridge Jewelry Store, Group Health Cooperative

8. Edelman

Edelman is a global communications firm that partners with businesses and organizations to evolve, promote and protect their brands and reputations. The agency has 6,000 employees in more than 60 offices across the globe who deliver communications strategies that give clients the confidence to lead and act with certainty.

 

Discipline: Public Relations

Total Client Media Spend: ~$60.29 M

Employees: ~65

Main Phone: (206) 223-1606

Address: 1601 Fifth Avenue 24th Floor Seattle, WA 98121 USA

Top Clients: Starbucks Corporation, California Walnut Board, Wyoming Travel & Tourism

9. Garrigan Lyman Group

The Garrigan Lyman Group builds digital ecosystems to connect brands and customers. They support CMOs and IT colleagues with website and application development, CRM integration, marketing automation, unified analytics, governance, hosting and managed services.

 

Discipline: Digital

Total Client Media Spend: ~$7.96 M

Employees: ~50

Main Phone: (206) 223-5548

Address: 1524 Fifth Avenue Fourth Floor Seattle, WA 98101 USA

Top Clients: Toyo Tire, Weyerhaeuser Company, Fluke Corporation, Quantum Corporation

10. Hornall Anderson Design Works

Hornall Anderson is a collective of strategists, designers, writers, and connectors. The agency imagines and crafts enduring, brand-driven solutions to complex business challenges that draw from and contribute to the human experience.

 

Discipline: Design

Total Client Media Spend: ~$20.68 M

Employees: ~90

Main Phone: (206) 467-5800

Address: 1505 Fifth Avenue Suite 600 Seattle, WA 98101 USA

Top Clients: Holland America Line, Weyerhaeuser Company

11. Media Plus, Inc

Media Plus offers full-service strategic planning and buying across all media types including television, radio, print, out of home, digital and more. The agency believes that bridging the gap between digital and traditional is a must in order to have a well thought-out, integrated strategy.

 

Discipline: Media Buying & Planning

Total Client Media Spend: ~$4.95 M

Main Phone: (206) 282-5677

Address: 160 Roy Street Seattle, WA 98109 USA

Top Clients: Ben Bridge Jewelry Store

12. Mekanism

Mekanism is an award-winning, independent, full-service advertising agency made up of creative entrepreneurs. The agency communicates a brand’s purpose with ideas informed by data and rooted in human truths. Having received a multitude of awards, Mekanism has most proudly been  named to Ad Age’s “Agency A List” and “Best Places to Work.”

 

Discipline: Creative/Advertising

Total Client Media Spend: ~$39.08 M

Main Phone: (206) 745-9430

Address: 814 East Pike Street Suite 201 Seattle, WA 98122 USA

Top Clients: Alaska Airlines, Papa Murphy’s International, Alaska Air Group

13. Merlino Media Group

As an integrated and contributing partner for agencies, Merlino Media Group works with businesses and creative teams to find compelling, engaging, and creative solutions. They focus on problem-solving and are willing to explore new opportunities for success in an evolving marketing landscape.

 

Discipline: Media Buying & Planning

Total Client Media Spend: ~$4.88 M

Main Phone: (206) 909-8939

Address: 4616 25th Avenue Northeast Suite 24 Seattle, WA 98105 USA

Top Clients: Sparkling ICE

14. Nyhus Communications

Nyhus provides strategic communications counsel and services to innovate brands around the world. The agency specializes in integrated campaigns, thought leadership, and strategic positioning, and is known for its candid creative approach.

 

Discipline: Public Relations

Total Client Media Spend: ~$12.25 M

Employees: ~

Main Phone: (206) 323-3733

Address: 720 Third Avenue 12th Floor Seattle, WA 98104 USA

Top Clients: Alaska Airlines

15. Portent Interactive

Portent is a full-service internet marketing company. They help businesses with SEO, paid search, content creation, social media, web design, and development. The agency’s approach has proved successful among B2B, B2C and B2G companies in industries ranging from technology to travel.

 

Discipline: SEO/SEM

Total Client Media Spend: ~$51.78 M

Main Phone: (206) 575-3740

Address: 307 Third Avenue South Suite 400 Seattle, WA 98104 USA

Top Clients: Amazon Web Services

16. Publicis West

Publicis West believes in the alchemy of creativity, technology, and intelligence. They work to unleash new types of communications, experiences, and creative problem solving for their clients.

 

Discipline: Creative/Advertising

Total Client Media Spend: ~$693.82 M

Employees: ~225

Main Phone: (206) 285-2222

Address: 424 Second Avenue West Seattle, WA 98119 USA

Top Clients: T-Mobile USA, Special Olympics, Coinstar, RealNetworks

17. Publicis.Sapient

Publicis Sapient is a digital transformation partner helping established organizations get to their future, digitally-enabled state. They help unlock value through a start-up mindset and modern methods, fusing strategy, consulting and customer experience with agile engineering and problem-solving creativity.

 

Discipline: Digital

Total Client Media Spend: ~$1.41 B

Employees: ~812

Main Phone: (206) 816-8800

Address: 424 Second Avenue West Seattle, WA 98119 USA

Top Clients: T-Mobile USA, Walt Disney Company, Expedia Group, Dove, Total Wine & More, Axe

18. Spark Foundry

Spark Foundry brings heat to brands through higher engagement, affinity, and transactions. They combine the nimble spirit of a startup with the marketplace clout and deep partnerships of a global powerhouse.

 

Discipline: Media Buying & Planning

Total Client Media Spend: ~$62.51 M

Main Phone: (206) 285-2222

Address: 424 Second Avenue West Seattle, WA 98119 USA

Top Clients: Starbucks Corporation, Seattle’s Best Coffee, Teavana, Frappuccino, Tazo Tea, Doubleshot

19. WE Communications

One of the largest communications agencies in the world, WE helps innovative brands tell tech stories grounded in humanity. The agency builds meaningful relationships with clients and influencers in order to execute work that connects with the audience and communicates with bold purpose.

 

Discipline: Public Relations

Total Client Media Spend: ~$266.3 M

Employees: ~250

Main Phone: (425) 638-7000

Address: 225 108th Avenue, Northeast Suite 600 Bellevue, WA 98004 USA

Top Clients: Microsoft Corporation, Roomba, Woodford Reserve, iRobot Corporation, Braava

20. WongDoody

Wongdoody is the most awarded independent advertising agency on the West Coast. They believe that creative democracy in which everyone is heard is the true path to the best strategic thinking and the most successful creative execution.

Discipline: Creative/Advertising

Total Client Media Spend: ~$1.01 B

Employees: ~54

Main Phone: (206) 624-5325

Address: 1011 Western Avenue Suite 900 Seattle, WA 98104 USA

Top Clients: Amazon.com, Amazon Echo, National Basketball Association, Amazon Fire, Quiznos, Seattle International Film Festival

Navigating the Hierarchies of P&G, Pfizer & Other Billion-Dollar Ad Spenders

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If you target major advertisers – we’re talkin’ the big guys – those who spend over a billion in media – you know that the sales cycle is as long and complex as the list of decision-makers you’ll have to build consensus with just to get a meeting, let alone a deal.

To sum it up, it’s a cluster#$%@. That’s why Winmo breaks those accounts down brand by brand (budget by budget) to tell you who is handling advertising, media planning and creative strategy for each particular business line, and exactly how to reach them.

In order to help you get in the door with some of these behemoths, we’ve compiled a list of five top national advertisers with media spend over $1 billion in 2018, plus key brands in their portfolio and select agency relationships.

The Procter & Gamble Company

Serving as the number one maker of consumer products available in 140 countries across the globe, it’s no surprise that P&G takes the trophy of highest company media spend at $2,701,243,165 for 2018. The biggest overall channel of investment in their media mix is broadcast, reported at $2,146,375,421 in 2018.

Associated Brands Tracked by Winmo: 81

Gillette | Notable Agency Relationship: Carat (Media Planning & Buying)

Always | Notable Agency Relationship: Lapiz (Multicultural)

Pampers | Notable Agency Relationship: Hearts & Science (Media)

For Brand and Agency Decision-Maker Contact Info for All 81 Brands in P&G’s portfolio, Try Winmo Here

General Motors Corporation

The worldwide manufacturer and marketer of automobiles spent a total of $1,455,741,017 on company media throughout 2018. The largest channel of investment was broadcast, reported at $1,262,982.031.

Associated Brands Tracked by Winmo: 61

Cadillac | Notable Agency Relationship: Carat (Media Buying & Planning)

Chevrolet | Notable Agency Relationship: Casanova/ McCann (Multicultural)

GMC | Notable Agency Relationship: Digitas (Digital)

For Brand and Agency Decision-Maker Contact Info for all 61 Brands In General Motor’s Portfolio, Try Winmo Here

Pfizer, Inc

As one of the largest research-based pharmaceutical companies in the world, Pfizer has several therapeutic medications that top a billion dollars in sales each year. The company is divided into seven business units, altogether spending $1,286,684,803 in media spend in 2018. The largest channel of investment was broadcast, reported at $1,110,175,239.

Associated Brands Tracked by Winmo: 147

Advil | Notable Agency Relationship: Carat (Media Buying & Planning)

Viagra | Notable Agency Relationship: CreativeOndemand (Multicultural)

Robitussin | Notable Agency Relationship: Grey Group (Creative)

Notable News: Merging is the new trend in the health and pharmaceutical industry, and GlaxoSmithKline (GSK) and Pfizer are merging their global businesses. The merger will see brands like Panadol, Anadin, Aquafresh and Chapstick under one entity with annual sales of $12.7 billion. Sellers should reach out in order to stay on their radar, with various brands likely to see an increase in spend. The merge will save the companies about $633.7 M and 25% of those savings will be invested in the business, suggesting available dollars to invest in marketing.

For Brand and Agency Decision-Maker Contact Info for all 147 Brands in Pfizer’s Portfolio, Try Winmo Here

L’Oreal USA, Inc

The developer, manufacturer, and marketer of cosmetics and beauty products had a tracked media spend of $1,079,565,273 in 2018, with their main channel of investment being print reported at $615,392,884.

Associated Brands Tracked by Winmo: 75

Garnier | Notable Agency Relationship: Wavemaker (Media Buying & Planning)

Maybelline Face Studio | Notable Agency Relationship: Gotham (Creative)

Redken Hair Care Products | Notable Agency Relationship: Elevate (Digital)

For Brand and Agency Decision-Maker Contact Info for all 75 Brands in L’Oreal’s Portfolio, Try Winmo Here

AT&T, Inc

Rounding out the group that spends at least 1 billion on its media mix, AT&T has a tracked media spend of $1,042,636,274 in 2018. Broadcast was the main channel of investment, totaling $923,221,601 in 2018.

Associated Brands Tracked by Winmo: 7

AT&T U-Verse | Notable Agency Relationship: Hearts & Science (Media Buying & Planning)

AT&T Digital Life | Notable Agency Relationship:  BBDO Worldwide (Creative/Digital)

AT&T Small Business | Notable Agency Relationship: Tribal Worldwide (Creative/Social)

Notable News: In order to combat spend decreases, AT&T launched a recent campaign called “Just OK is not OK” in an attempt to encourage customers to not settle when choosing their mobile phone provider. While overall spend has seen declines, it will most likely pick up within the next few months with big plans to leverage content gained from its WarnerMedia acquisition, particularly with a new streaming service set to launch in Q4. Spending should also increase following the 5G offering as well.

For Brand and Agency Decision-Maker Contact Info for all 7 Brands in AT&T’s Portfolio, Try Winmo Here

The 10 Sales Myths That Keep Salespeople Up At Night

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Sales is not an easy profession, and there are some myths floating around the industry that can make any sales position seem more intimidating than it actually is. These myths have led to a misunderstanding about how to actually succeed in a sales role. While keeping up with the latest trends and implementing new techniques can lead to incredible results, sometimes the new hype isn’t always super effective.

These myths have been slowly lingering among the industry and it’s time to set the record straight and get to the truth about how to achieve sales success. That’s why we’re separating fact from fiction and unmasking ten ugly sales myths that have been haunting sales pros.

1. RIP to Cold Calling

It’s crucial to make calls through every stage of the sales process. Reluctance to talk on the phone is a mistake as its the only way you can successfully begin to build a relationship with a prospect. In fact, 57% of C-level buyers prefer that salespeople call them.

While cold-calling isn’t going anywhere, there is a need for persistence in this form of prospecting. According to studies, 54% of buyers say that the last sales meeting they accepted was scheduled from the seller connecting over the phone. However, 52% of sellers also say it takes between five to 10 touches to connect with a new prospect for the first time. So be sure to stay persistent with your follow up calls or you surely won’t make the sale.

2. Only Add People You Know on LinkedIn

According to reports, 61 million LinkedIn users are senior level influencers and 40 million are in decision-making positions. So, how do you stand out on the platform and take full advantage of connecting through LinkedIn?

To start, connections are crucial when it comes to LinkedIn. If your network consists only of family and friends, you need to open up a wider range of second and third level connections. One easy way to do this is following-up after an event or online interaction with a connection request while you are still fresh on their mind.

LinkedIn groups also serve as a way to be an active, helpful and valuable member of a community relevant to your industry. Consistent participation in these groups will increase your credibility, and eventually, you’ll start to reap the rewards of having a strong network.

Lastly, LinkedIn Pulse can be used to publish content and establish yourself as a thought leader. By regularly making contributions, you are able to develop your profile in a way that peaks other’s interests, starts conversations, and puts your name out there.

3. Multitasking Makes You More Efficient

Most people believe multi-tasking is efficient when it’s truly not. Research has shown that multitasking takes as much as 40 percent more time than focusing on one task at a time- more for complex tasks. It’s better to organize your day by setting time aside for calls, emails, and meetings specifically so that your brain knows what needs to be done and remains focused. This way, each day you will have a clear understanding of what needs to be accomplished in each area of work.

4. One Pitch Fits All

Being able to adjust and customize your pitch based on the specific needs of your potential customers is ultimately what will set you apart from your competitors. As you get to know a prospect or client, you will begin to understand what their preferred method of communication is and exactly what they are looking for in your product to help them meet their goals.

Every pitch must be tailored to meet different prospect’s needs, and positioning your message to suit your potential customers is critical to landing the sale. Research the lead or their market so you can better understand them and communicates in a way that addresses their interests and pain points.

5. Scripts Are For Rookies

Even the most experienced sales person in the world will admit that there’s no shame in creating a script or talking points to help guide your conversation with a prospect. Preparation and practice are always beneficial when trying to close a deal, so don’t hesitate to highlight points to address or questions to ask on the call.

6. Customers Always Want the Lowest Price

This is not always the case. With higher prices comes greater advantages for the buyer. So, when the differences in price are explained, the customer is able to understand the different value your product offers at different levels. Simply taking the time to explain how your top tier package would benefit them and their company is often effective.

7. Let Your Prospects Come to You

Although clients may do their research online first, they are still expecting salespeople to reach out. Do not wait for your prospects to fill out a web form before reaching out, find ways to be where your prospects are by participating in what I like to call proactive prospecting. Proactive prospecting means consistently working your pipeline through outbound efforts. Some of these efforts include:

  • Dedicating time each day for nothing but prospecting
  • Finding and focusing on your target market and their pain points
  • Actively building and working your call lists
  • Working your network and asking them for referrals
  • Building your social media presence by distributing industry thought leadership pieces of content  
  • Utilizing that content to send and add value to your prospective clients  

8. A Salesperson Has to be an Extrovert

While the way in which you communicate does play a vital role, being a salesperson is more about problem-solving skills and thinking through how a prospect would benefit from your product. Of course, people skills are important, but you don’t necessarily have to be extroverted in order to succeed.

The truth is, one of the key components to being a successful salesperson is having the ability to listen carefully and be attentive. In order to provide value for your prospects and win their business, you have to hear and understand their pain points. Then you have to use your communication skills to tailor your sales pitch to match their needs.

9. Nobody Returns Emails Anymore

According to 80 percent of sales professionals, email marketing drives customer acquisition and retention. To ensure your emails generate responses, Winmo previously crafted seven proven emails to reach your next prospect, and these email templates won’t let you down. We recommend applying some of these overarching principles:

  • Lead with a strong subject line– Email subject lines are incredibly important. According to sources, 35% of email recipients open messages based on their subject line alone, meaning that a compelling subject line can be the difference maker for new contacts and prospects when sending emails.
  • Appeal to your prospect’s personal needs– While you don’t need to do a tremendous amount of research for every email you send, you should do enough to know what your prospect’s deepest frustrations might be.
  • Don’t be afraid to consistently follow up- As many as 80% of deals require at least five touches before closing, so you’ve got to look at your email outreach as an ongoing conversation.

10. Nobody Uses Social As a Real Networking Channel

People use social for just about everything, so why wouldn’t you use it for prospecting? According to Hubspot, four in 10 reps close two to five deals directly using social media, and 65% of salespeople who use social selling are able to fill their pipeline, versus 47% of reps who do not.

LinkedIn is one of the best channels to use for networking, with 80% of B2B leads generated on social media coming from LinkedIn specifically. According to reports, 79% of B2B marketers see LinkedIn as an effective source of lead generation. The platform allows you to:

  • Connect with prospects
  • Share content with your network to position yourself as a thought leader
  • Make warm introductions based on information on people’s profiles
  • Stay up to date on industry trends and reports
  • Send InMail messages

These common misconceptions might be the very thing holding you back from realizing your full potential. Wipe these from your mind, implement our tips and you’ll surely reap the benefits of ultimate sales success! Any other myths we missed holding you or your sales team back? Add them to the comments below!

First Timers: 5 Brands Adding Their First CMO in Q2 2019

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Updated: May 29, 2019

As you know, it’s crucial to track decision-maker shifts in order to beat competitors to the pitch. First-time CMOs are one of the top new business triggers for agency changes, media shifts, and new marketing technology investments. These new hires begin to evaluate current systems in place and make changes within 3-12 months following their hire.

First-time CMO hires signal that a company is making moves to bolster their marketing efforts, and also indicates a probable increase in spend in order to support these initiatives. A first-time CMO hire is typically followed by additional hires within the marketing team, proving a company is ready to drive impact.

Our research team has identified five brands making heavy investments in marketing by tapping a first CMO, meaning potential opportunities for you. Check out the details:

Stryve Biltong

In order to drive education and awareness of its products, Stryve Biltong closed a $10 million private equity investment round with intentions to step up their marketing game. This goal has required numerous personnel hires including Jaxie Alt as the brand’s first CMO, effective March.

Alt’s previous experience includes CEO of Altitude Growth Advisors, with heavy experience in Dr. Pepper Snapple Group as well. With other personnel hires throughout lower level positions and manager level positions, agency relationships will likely be affected.

Agency and martech readers are encouraged to pursue work, particularly those with heavy PR capabilities since Stryve’s main goal is to increase brand awareness. Digital, media and creative opps may be available as well.

When pitching, focus on differentiating the brand from competitors such as Kalahari Bitlong, Brooklyn Bitlong and Bull & Cleaver. Channels of investment currently consist of digital, earned media, experiential, influencers, and social media. While use of these will likely continue, keep an eye out for a media mix up with new personnel on board.

Marketing is expected to increase, and therefore spend will likely do the same. Sellers are encouraged to reach out in order to secure revenue and keep in mind their target demographic includes millennials focused on healthy food.

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QSR Chain PDQ

Frank Rappa was selected as the fast-casual restaurant chain’s first CMO, effective January. Rappa will lead brand activation and marketing in his new role at PDQ, with agency reviews likely in the next 9-12 months.  

As you know, an outside CMO hire is a flashing green light for agencies to reach out for opportunity. Those with restaurant experience specifically are encouraged to reach out. Previous ads for the chain call out competitors like Chick-fil-A, Popeyes, El Pollo Loco, and Churches, so stick to this strategy when pitching.

PDQ relies primarily on local marketing surrounding it’s 66 locations, majority of which are in Florida. Marketing and spend are expected to rise with the new CMO hire, so sellers should reach out as well. Highest spending period is typically Q2, with a millennial demographic interested in quality ingredients.

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GameWorks

GameWorks Entertainment named Michael Sadowski it’s first CMO, effective January. Prior experience includes marketing leadership positions at companies like Kelley Blue Cook and General Electric. His main focuses at GameWorks will include eSports and video games.

After being acquired by Oomba, the company named Philip Kaplan it’s CEO last year and then proceeded to make several manager and director-level hires as well. Recent progress includes a partnership with SCCG Management in an effort to enhance its eSports options. The company also expanded it’s menu and operates in Virginia, Colorado, Nevada, Minnesota, Kentucky, Illinois and Washington.

With no top spending period established, sellers are encouraged to reach out year round for revenue. The target demographic is made up of millennials and parents, with a slight male skew.

Social media is the primary channel of use, but some work is done through digital and broadcast as well. Under new leadership, media spend is expected to rise as well. Agency and martech readers are encouraged to reach out following the new hire with an agency review likely in 6-9 months.

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Lime

Duke Stump was named electric scooter company Lime’s first-ever CMO, effective February. Past experience includes brand and community EVP at Lululemon, and additional marketing experience from Nike and Seventh Generation also.

Following the hire of Stump were several other management-level hires as the company attempts to bolster their marketing team. Agency reviews are likely within the next 6-9 months.

With no top spending period, sellers are encouraged to reach out throughout the year in order to secure dollars. Keep in mind their target demographic is a combination of Gen-Z and millennials. Focus will likely be on experiential channels, considering those typically have high ROI for startups. Social media, outdoor and search channels will be of importance as well.

Recent company advancements include a new scooter line specifically for New York and a “Respect the Ride” campaign in order to promote scooter safety. While budgets are small at the moment, expect spend to rise as Lime attempts to raise $400 million in funding.

Agency and martech readers, especially those with startup backgrounds, are encouraged to reach out as soon as possible in order to remain top-of-mind. Typically, emerging companies such as Lime commit to PR work first in order to build brand awareness. However, eventually creative and media agencies will be necessary for competing with companies such as Lyft, Spin, Bird, and Uber.

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Kopari Cosmetics

Jeremy Lowenstein was named coconut oil-based cosmetic company Kopari’s first CMO. His former position was global marketing VP at Coty, Lowenstein along with previous work at Aveda. He will be working alongside a quickly growing team, with several manager hires in the past year.

Kopari’s most recent campaign promoted it’s natural deodorant to millennial and Gen-Z women. Late in 2018, the brand launched a  toothpaste line that will likely need ad support soon. Keep in mind the company has increased its focus on AI-based personalization, increasing its average per-user revenue by 60% and customer conversion 30%. Products are available in various retailers such as Ulta and Free People as well.

Sellers should keep national TV and digital channels on their radar in order to target Koparis’s younger audience. According to Adbeat, Kopari has spent $29,300 on digital display ads mostly through Youtube, an increase from $24,300 the previous year. Agency and martech readers are encouraged to reach out for potential work with agency reviews likely taking place within the next 6-9 months.

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J. Hilburn

Luxury menswear J. Hilburn named Casey Shilling its first CMO, effective April. This hire follows a slew of others for the company including CCO Joe Dixon, marketing director Kimberly Jones, planning and analytics VP Steve Robertson, and chief creative officer Simon Kneen.

With no established top spending period, sellers are encouraged to reach out for dollars year round in order to remain top of mind. Spend increases are expected to support the new personnel and be sure to focus pitches on high ROI strategies. Agency and martech readers should reach out soon for potential work as well, with agency reviews likely within the next 6-9 months following the new hires.

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Dutch Bros Coffee

Rick Anguilla was hired as the drive-thru coffee chain’s first CMO, effective April. Anguilla joins Joth Ricci, who was hired as president in January. These new hires were brought on board in order to assist with Dutch Bros expansion plans.

Specific plans for growth consist of Dutch Bros increasing its number of stores from 500 to 800 throughout the next five years. Dutch Bros currently operates in Washington, Oregon, Idaho, California, Nevada, Arizona, and Colorado and plans to break into markets throughout Stockton, Yakima, and Tuscon.

Agency and martech readers, as you know new CMOs often present strategy shifts. Anguilla will be on the hunt for an agency to assist in expansion efforts and differentiate them from competitors such as Starbucks and Dunkin Donuts. The rapid growth and new personnel are likely to result in spend increases, so sellers are encouraged to reach out. Those operating in locations where Dutch Bros already exists will have the advantage. Dutch Bros spends heavily year-round through digital and social channels, as well as cause marketing and sponsorships.

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MightyNest

E-commerce startup MightyNest hired Mandy Pekin as it’s first CMO, effective March, in an effort to increase brand awareness. Since this is the number one signal an agency review will occur, agency and martech readers are encouraged to reach out for work. Center pitches around ways to promote its MightyFix subscription box and stand out from competitors such as Grove Collaborative, The Honest Box and KloverBox.

Sellers, keep an eye out for spend increases to help in efforts to improve brand awareness. Digital and earned media are the main channels of use, with spend high throughout the year.

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Hims

Men’s telemedicine company Hims hired Melissa Waters as it’s first CMO, effective April. Other C-suite hires for the startup include chief product and technology officer Charles Henrich and CFO Spencer Lee. The company also made lower-level personnel shifts and plans to continue hiring.

Hims is supported by numerous rounds of funding and plans to continue expanding and capitalizing on the thriving telehealth market. Hims has already launched a sister site for women called Hers and expanded both lines with new products.

Agency and martech readers are encouraged to reach out following the new hires. Focus pitches on ways to accomplish expansion goals, and on how to differentiate them from customers such as Nurx, Pill Club and Roman. The competition will likely include Partners & Spade and Branch, who previously assisted Hims with creative work.

With no top spending period yet established, sellers are encouraged to reach out throughout the year in order to secure revenue. When pitching, keep in mind the target demographic mostly consists of millennials. With new personnel, new products, and funding to support these shifts, Hims is without a doubt one brand to keep on your radar.

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Belk

Julie Cary was hired as Belk’s first chief customer officer (brand CMO function), effective August 2018. The retail chain also promoted Nir Patel to chief merchandising officer, effective June 2018. Several shifts occurred outside of the C-suite as well in an attempt to reverse declines for the struggling retailer.

Other efforts to combat declines include store renovations, mobile platforms, and e-Commerce initiatives. A new campaign is also on the horizon for next year, which will be created by mcgarrybowen, which Belek just hired as it’s creative AOR. Sellers are encouraged to reach out for dollars tied to this campaign and keep in mind the top spending period has historically been Q4. Belk primarily targets older women, but the rebrand suggests it’s shifting towards millennials.

Spend has been increasing, which will likely continue under the new personnel. Expect most increases to go toward digital and social channels. According to Adbeat, digital display over the past 12 months totaled $3 million and increased from the $1.5 million spent during the 12 months prior.

Sponsorships include Mario Addison, the Southeastern Conference and Bristol Motor Speedway according to Hookit. Agency and martech readers, with reviews likely within the next 6-9 months following new hires, we encourage you to reach out ASAP for digital and media work. Competition may include iCrossing on digital and Harmelin Media. Focus pitches on Belk’s rebrand and ways to combat current struggles.

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Focus Brands

Focus Brands, the operator of QSRs like Jamba Juice, Moe’s and Schlotzsky’s, hired Dan Gertsacov as its first global CMO. Starting in May, he will focus on disrupting marketing strategies and menu innovation.

Other hires include Robby Ayala as social and digital media manager, Yosra Saleh as Jamba Juice senior brand manager, and Pey Ing Lin as international marketing manager.

Agency and martechs going after work should focus on media and creative. Focus pitches on helping brands stay top of mind among competitors including Chipotle, Jason’s Deli, and Cold Stone Creamery. Increases in spend are likely to continue in order to increase millennial engagement. Sellers are also encouraged to reach out, and keep in mind spend is typically highest from Q2-Q4.

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Interested in receiving ten more prospecting opportunities with emerging brands who just hired their first-ever CMOs? You’re in luck! Download our latest eBook, 10 CMO-Timers for martech, agency and media opportunities with Tom’s Urban, JUUL, Snap and more- plus each CMOs verified contact info!

7 Sales Takeaways from “Wolf of Wall Street”

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While the 2014 film Wolf of Wall Street may not be a totally realistic depiction of the business world, there are valuable sales and management lessons to be learned (once you sift through the ridiculousness of Jordan Belfort). Through the rise and fall of the stockbroker’s career, there are lessons for every salesperson. Although many of Belfort’s actions were absurd, he was a leader with a vision who created a high standard for success.

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Here are seven takeaways to help your sales team win more:

1)  Establish a need for your product

In the movie, Belfort asks one of his team members to sell him a pen, a common sales interview question. The salesperson asks Belfort to hand him the pen, then to write. Supply and demand sells products. Customers only purchase something if they see a need for it and are shown how it will help their business.

2)  Incentivize your team

Throughout Wolf of Wall Street, Belfort recognized achievement in a very public manner, promoting a healthy competitive spirit. 90% of top-performing companies offer recognition and rewards to inspire their sales teams, it is proven that incentives can positively impact your team in several areas:

  • Sales is naturally competitive, so incentives keep everyone engaged.
  • Not only is everyone driving towards a common goal, but focused to win the prize.
  • Team members easily recognize who wins consistently and want to learn from them.

3)  Focus on training

Belfort didn’t hire the most educated or experienced employees, but trained them to be knowledgeable stockbrokers. Instead of doing all the work himself, Belfort’s employees always knew what was expected of them. With proper training, everyone can be on the same page about sales strategy and company goals. It’s a valuable investment that will eventually contribute to the ultimate success of your sales team.

4) Set expectations

According to Forbes, roughly one-third of CFOs feel employees aren’t aware aware of strategic objectives. Success is built on a foundation of clarity and mutual understanding of company goals. To take it even further, high expectations motivate employees. Belfort pushed his sales team because he knew they could achieve greatness. 

5)  Cold call

Belfort began his career strictly cold calling because he understood that to create a sale, he needed to pursue his customers and seek out opportunities. Cold calling also humanizes your brand. It’s easy to say no to an email. In fact, 57% of C-level buyers prefer that salespeople call them, proving it as one of the most effective ways to gain new customers.

6)  Build company culture

While we don’t suggest the illegal activity and excessiveness of the Stratton Oakmont work gatherings, it does send a message that company culture is important. More than 50% of executives say corporate culture influences productivity, creativity, profitability, firm value, and growth rates. If employees are happy while working, they are likely to be more productive as well. A strong office culture creates a sense of support and a group effort mentality for any challenges.

7)  Enjoy success

Although the pace of a salesperson’s day can be overwhelmingly busy, it’s crucial to celebrate achievements. Take the time to bask in the glow of your hard work and, if you are a manager, encourage your team to share their achievements. Acknowledgement is good for moral and keeps your team striving to accomplish more. 

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If you liked this blog post, check out:

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