Question from the mailbag: I represent a new, emerging media company and am making the rounds to media agencies. The sales cycle is much longer than I anticipated, and I’m left wondering why. Are agency folks really motivated to find and test new vendors? Are they happy to fill out plans with their usual “preferred” vendors, or do they want to try/test new, innovative things for their clients? What is the deal? I thought agencies wanted to be leaders.
Source:Woe The Digital Sale: Selling Media Buyers On Your Innovative Product
