Interview I gave to lovemediasales.com Jan2011
Name: Stuart Hall
Company / Division: Newsquest Specialist Media
Job title: Group Sales Director
Responsible for: Boxing News, Fighting Fit and The Strad on consumer, Pensions Insight and Engaged Investor on B2B I look after all commercial activity and have all of the sales managers reporting into me.
First sales job: Sales executive in Worcester for The Landscaper (launch title against established haymarket publication horticulture week)
Time in media sales: 12 years
Talk us through a typical day:
Get in the office for 8:30am, download my emails while having a coffee and address any urgent emails. 9:30 talk to my Advertising Managers and find out what their teams have achieved so far that week and listen to any issues. 10:30 call up the clients I manage and make sure they are happy with how sponsorship, campaigns are going and sell them any new ideas. 12:00pm normally have a meeting with a new client I will pitch them the portfolio (I tend to do my selling on the Finance titles) 2pm talk to individuals on the sales floor find out what kind of a morning they are having. 2:30pm Meet with one of the editors to discuss new Print and online ideas we can implement. 3:30pm sit down with the events manager and see how the events for the next few months are progressing. 4:30 catch up on emails and react to any voicemails. 5pm write any proposals that need doing and any other administration. 6:30pm head home to the wife.
What has been your biggest achievement in media sales?
The biggest achievement was to create the magazine, Pensions Insight which was launched in 2009 (middle of the recession), I came up with concept and spearheaded the launch, It is one of many launches I have been involved with but to take something from a proposal to getting the first edition in your hands is quite something. Selling on a magazine is great at the best of times but pitching new clients your own idea is great, it makes objection handling much easier!
I also have to mention that watching staff members grow to their full potential is also very rewarding and I feel this is worth a mention.
What has been your hardest challenge in your career?
I had to close a magazine in late 2008, it was in the finance sector and the market had been obliterated by the global credit crunch, we tried many things to keep it going but making the call on “mothballing” the title with the MD and Editor was a hard day. (although out of the ashes came Pensions Insight)
Who do you hold in high regard in the industry and why?
Chris Floate owner of Tec publications, he gave me my start and taught me how media works. I also hold Niall Sweeny, Ken Warman, and David Motum in high regard as owners of MSM International (which they sold to incisive later on) I was lucky enough to refine my sales skills learning from some of the best around (such as John Howe and John Waterson).
What is advice to those thinking about starting a career in media sales?
Make sure you don’t take the rejection personally, in your early days you will hear the word “NO” a lot. Always listen; it is the greatest skill a salesperson can have. Keep learning, you will never know it all, so take what you can from all sources.
What do you look for when hiring staff?
Someone who listens and can show the right personality for the job, A junior candidate I will look for a “spark” the right sort of personality that will fit in with the team and respond well to coaching.
If there is one question you wanted answering in interviews (from candidates), what is it?
I always find it interesting to ask:
“what 3 things would your friends say about you down the pub” and “what 3 areas would your old boss say you need improving”
What are your three tips to a successful career in media sales?
1. Work hard
2. Listen
3. Understand your client’s needs
Yes or no, do you believe anyone can sell? Why?
No, some personalities are not suited to implement the “art” of selling
Finally, tell us why you love media sales?
It’s the buzz of getting a deal in and hitting a target
Thanks to Stuart for giving us an insight into his working day, you can connect him via his Linkedin profile
shall78 