Sales Offering
This common language to discuss what CNN Sells is a manageable set of sales-focused categories
What are Sales Offerings?
Account Tiers will be maintained and managed in this cloud-based CRM system
What is Salesforce?
These six stages make up the CNN Digital Sales Lifecycle
What is Needs Assessed, RFP Received, Proposal Presented, Negotiating, Verbal Received and Closed Won?
This ranking of CNN Digital clients should be evaluated and adjusted quarterly working in conjunction with Sales Leadership
What is Account Tiers?
These five categories of Sales Offerings make up all that CNN Digital sells directly
What are Standard, High Impact, Branded Content & Distribution, Sponsorships and Emerging?"
Clients from these two tiers are owned by AEs because they have higher revenue potential
What is Tier A & B?
These three topics of an RFP provide the information needed to build pitch decks and media plans
What is Campaign Details, Advertiser Goals and Execution Details?
This team provides Sales with Monthly One Sheets, Rankers and Case Studies via a Salesforce request
What is Research?
Cineflex and Roadblocks belong to this Sales Offering, which tends to be larger format or higher SOV
What is High Impact?
Because it has highest potential of spend and greatest affinity to CNN News, this tier gets First Looks and Exhaustive Campaign Wrap-Ups
What is Tier A?
A proposal greater than $500k should be delivered to a client in this highly-personal manner
What is in-person or video conference?
Top two things AEs will be able to do after training to drive focus and grow revenue
What is account tiers and sales offerings?
These three dimensions can be applied to any Sales Offering to align with specific Advertiser needs
What are Data & Targeting, Property and Platform?
This goal is the highest priority for Tier B accounts and will lead to high-fives from Sales Leadership
What is Promote to Tier A
This sales stage is used to capture proactive opportunities and revenue associated with this stage is not reflected in the pipeline
What is Needs Assessed?
This philosophy focuses on maximizing sales efficiency for the CNN Digital sales team
What is Fewer, Bigger, Better?