Steve Smith of Entertainment Strategy Group joins us once again to discuss this increasingly important topic.

We unpack the trend of more decision makers being involved in the average business purchase, the importance of understanding the purchase journey of a media solution once it’s been present and ultimately why this provides an opportunity to establish more connection points from your own business into clients business.

Steven also reflects on his observations of how large scale media and entertainment groups around the world have responded to and are bouncing back from COVID-19.

Follow Steve on LinkedIn – full bio below.

Steve Smith (Co – Founder of Entertainment Strategy Group)
Steve Smith is a leading entertainment executive with over 25 years of experience managing large scale Media and Entertainment organisations, delivering strong business growth in challenging markets and restructuring organisations to deliver major profit growth.

Recently as a contracted consultant Steve worked with CEO and Board at a major media operator in Singapore helping them create and implement their “transmission to digital” strategy.
Steve Smith was appointed COO at the Arabian Radio Network (ARN) in August 2008, leading a team of over 350 full and part-time presenters, event managers, producers, journalists, sales, marketing, finance and digital executives working across 18 media brands.

During his nine year tenure he led the launch of new digital businesses in partnership with national telco providers while restructuring the sales, marketing and content divisions of the media network and closing under-performing assets to launch new and innovative digital products that reflect the changing media landscape to prepare the business for the next decade.

Steve is a driver who believes in the core value of integrity, delivering real results for business partners and clients through a strategic view of the market. He was the face of ARN in Dubai and through his role leading ARN, he invested in the development of a market changing radio audience measurement system, built on a foundation of openness by commissioning PWC to oversee the process.

Prior to his time in Dubai, Smith led the development of the Australian Radio Networks Melbourne team, as General Manager for five years, bringing his unique passion for the media industry and drive to his hometown market, while achieving record ratings and revenue results.

During his career, Smith also held a leading role at Warner Music, heading up the sales and marketing division of the label and gaining competitor advantage by his acute understanding of the online and digital world.

Steve continues to bring his wealth of experience to media owners throughout South East Asia, India, UAE and the USA.

In this episode, we speak with Jake Dunlap, CEO of Skaled about the critical skill of Getting the Appointment.

Jake provides some expert advice on how to bypass the gatekeeper, engage an EA to schedule time in a prospects calendar, and what to do once the prospect is on the phone.

We also discuss the role of scripts and structuring a tailored VBR for each call, the importance of verbal tone and pace; and ultimately why mastering the cold call requires you to suck first.

About Jake

Jake Dunlap consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder + CEO of Skaled, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018).

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About Skaled – skaled.com
Skaled is a specialist Sales Consultancy that helps companies operationalize key aspects of their Sales organization. Along with a list of enterprise clients Skaled has amassed in a few short years (The New York Jets, LinkedIn, Insightly, ADP, and Microsoft), the majority of our clients are Startups and Mid-Level businesses looking for accelerated growth with a scalable and sustainable path forward. We bring strategic and tactical talent to every engagement, driven by results and 100+ hours of leadership experience.

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