10:00 a.m.-12:30 p.m.
(New York time)

Today's module

What does a future team look like? Consultative selling? Should we become an in-house agency (the future role of agencies vs in-house)? Is going direct to advertisers always optimal? Should we focus on just what we know or own? How do we feel about social media advertising? Should responsibility for commerce come under sales teams?

10:00 a.m.-10:20 a.m. (New York time)
Introduction
Mark Challinor, Advertising Initiative Lead, INMA



10:20 a.m.-11:00 a.m. (New York time)
How should we sell to the future advertiser? What should be in the portfolio?
Eimear Moran, The Irish Times, Ireland


11:00 a.m.-11:40 a.m. (New York time)
What people skills do we need to sell the future portfolio?
Annie Lidjesjo, Head of Operations and People, NTM, Sweden


11:40 a.m.-12:20 a.m. (New York time)
Overhauling sales teams to adopt a client-centric approach towards operational excellence
Boaz Shkolnik, Director of Advertising, Mediahuis, Netherlands
Machteld Oudejans, Management team, Analytics & Operations, Mediahuis, Netherlands

12:20 p.m.-12:30 p.m. (New York time)

Closing remarks

10:00 a.m.-12:30 p.m.
(New York time)

Today's module

What does a future team look like? Consultative selling? Should we become an in-house agency (the future role of agencies vs in-house)? Is going direct to advertisers always optimal? Should we focus on just what we know or own? How do we feel about social media advertising? Should responsibility for commerce come under sales teams? How should sales teams prioritise which formats and platforms to sell?

10:00 a.m.-10:10 a.m. (New York time)
Introduction
Paulo D. Mira, President & CEO, PHD Mobi, United States



10:10 a.m.-10:50 a.m. (New York time)
Using tech for aiding immersive experiences and selling
Kris Barton, President, Digital Marketing Solutions, Gannett, United States


10:50 a.m.-11:30 a.m. (New York time)
Consent in a cookie-less world: What can be sold and how
Russell Foxley, Data Innovation Specialist, The Guardian, United Kingdom


11:30 a.m.-12:20 a.m. (New York time)
Automation vs. human selling. How or what should salespeople sell in the future? What is the future role for programmatic?
Thomas Shultz-Homberg, CEO, KStA Media, Germany

12:20 p.m.-12:30 p.m. (New York time)

Closing remarks and takeaways

10:00 a.m.-12:30 p.m.
(New York time)

Today's module

Use of data and audience segmentation: What does first-party data and the cookie-less future imply for sales teams? What can be measured and how? What do advertisers want from us? KPIs for advertisers and in-house alike.

10:00 a.m.-10:10 a.m. (New York time)
Recap of last module, introduction of today’s focus
Mark Challinor, Advertising Initiative Lead, INMA


10:10 a.m.-10:50 a.m. (New York time)
Measuring our sales efforts and setting the KPIs
Chris Patheiger, Vice President of Product, Toronto Star, Canada


10:50 a.m.-11:30 a.m. (New York time)
Measurement and sustainability, plus the important dynamics of future selling
Russell Foxley, Data Innovation Specialist, Guardian, United Kingdom


11:30 a.m.-12:10 p.m. (New York time)
All skills on deck: Driving value through a fully integrated sales organization
Thomas Lue Lytzen, Ekstra Bladet, Denmark

What smart publishers are doing about the future of ad sales
Quang Do, Principal, Alexander Group, United States


12:10 p.m.-12:30 p.m. (New York time)

Closing Remarks and Takeaways