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Driving a 20% Increase in Close Rate

The Challenge

OUTFRONT Media is one of the largest media companies in the US Nearly all of OUTFRONT Media’s Account Executives conduct their sales conversations by telephone and email. These forms of communication present a challenge because the company’s solutions are visual. This was a struggle for the sales organization and led to many transactional conversations.

Leadership recognized that Account Executives needed a better way to approach buyers who have new expectations in a world of competing digital solutions that leverage ROI and data rationale. Sales Managers within the company also needed to reconfigure their approach. While they were helping Account Executives move their sales forward, they didn’t provide coaching that developed long-term skills and critical thinking.

The Results

2x
Growth vs. competitors over last 3 quarters
20%
Increase in close rate
10%
Revenue growth

We learned that you don’t lead with what we sell, you lead to what we sell.

OUTFRONT Media Sales Leader