In this episode, General Manager of ALF Insight and podcast host, Amanda Rosevear, sits down with Steve Cox, former Marketing Director of JCDecaux, to find out about his 40 years of experience within the media and advertising industry.
Steve shares a comprehensive overview of his illustrious career, from his early days in television to his recent venture into consultancy. He offers invaluable insights into effective sales strategies, emphasising the importance of understanding audience mindset and context.
Steve also introduces his five-step sales process to ensure successful pitches and shares practical advice for smaller media owners aiming to compete with industry giants.
00:43 Meet the Legend: Steve Cox
01:20 Steve Cox's Journey in Media
03:58 Transition to Out-of-Home Advertising
05:36 Challenges and Strategies for Smaller Media Owners
09:06 The Five-Step Sales Process
19:06 Common Mistakes in Media Sales
22:55 Understanding Audience Behaviour
23:41 Marketing to Brands and Agencies
24:40 The Importance of Agency Relationships
25:39 Targeting Small and Local Brands
26:49 Effective Communication with Agencies
31:30 The Value of Agility and Passion
33:35 Quickfire Questions with Steve
42:20 Final Thoughts
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