SKILL BUILDING: "Sales 1-2-3" with Morton Greenberg of digitalCORE

For HBS Alumni only.  Register here.

Three key areas for any business leader to think about regarding sales maximization are: Prospecting, Content Marketing and Events and Goal Setting and Tracking. Revenue is not the same as sales. Revenue is the outcome of having a good selling effort. The focus for this conversation is about creating a great sales process which will lead to successful selling to generate the revenue you need. The secret to great selling is just conversation. By uncovering the problem your offering can help a customer solve, and providing proof of what your solution will offer, quickly your prospects will become customers.

Over the past 20 years Mort has been a seller and sales manager in the media business. Mort has experience in both broadcast advertising sales (TV & Radio) and digital advertising sales (Online, Search, Video, & Mobile).  In 1996 Mort's first year of being a digital seller at Excite.com he wrote 5% of all revenue on the internet that year, $13M of $268M. Along the way Mort founded FitAd, named by ADWEEK as the first programmatic ad platform for wearables. Prior to FitAd Mort built and ran sales teams inside of larger companies: Excite.com, Ask Jeeves, IAC, NBC Universal Nokia and iHeartMedia. Annual revenue for these teams ranged from $5 million to $250 million a year in revenue. Currently Mort supports companies big and small with his sales consultancy digitalCORE.