As I was walking back to the table, I started thinking about how this is a lot like the online sales process: so many reps from all forms of online media trying to sell the inventory they have, but not necessarily the inventory that’s best for the client’s initiative. Not everything can be in black and white, and we need to be able to propose solutions that are in shades of gray. It’s our job as digital reps, especially multi-platform digital reps, to do more than sell. In many cases, we become the agency’s strategic partner. We know our solutions capabilities better than anyone and it’s our job deliver a well-conceived plan that can be justified through research and case studies. If it’s better shaken, why are so many reps pushing it stirred?

In a recent Media Post article, Woe The Digital Sale: Do You Know What You’re Selling?, Amy Auerbach wrote, “Agency buyers’ priorities are around client service, doing a good day’s work that ends earlier than 9 p.m., and having a life. Salespeople actually can contribute to all of those things… Help buyers manage their time by delivering RFP responses that are on-point and flawless. Over-communicate and provide extra research and rationale when you make recommendations.”  As digital reps, it is important to serve as an extension of the client’s team, and to not only create a partnership, but to be the “go-to” rep for ALL of their digital needs.

In today’s nearly over-saturated marketplace, buyers tend to stay with what they know works and people they trust. While building these relationships can take months, even years, losing them can be instant. One of the fastest ways to fall off of an RFP list or lose your preferred vendor status is to give the planner the “same ole, same ole” with each proposal. To be a successful AE, one must be part Brand Manager, part Media Planner and part Research Analyst. Those who can best embrace these roles will ultimately win the IO.

“Savvy trend spotters and those who invest in private companies know that the Inc. 5000 is the best place to find out about young companies that are achieving success through a wide variety of unprecedented business models, as well as older private companies that are still expanding at an impressive rate,” said Inc. 5000 project manager, Jim Melloan. “That’s why our list is so eagerly anticipated every year.”

Red McCombs Media was founded in 2004 and has posted a 230.6 percent growth between the qualifying years 2005-2008. They were also awarded No. 25 in the Top 50 Businesses in the Austin, Texas area. “Red McCombs Media continues to develop new media marketing products and technology that provide our clients quantifiable value. We have a clear understanding and direction of new media and why it is so valuable to the rapidly changing economic world. Our work ethic and dedication to servicing our clients is second to none,” said Red McCombs Media CEO, Jon Flatt.

Red McCombs Media’s philosophy of focusing on the client resonates throughout the company. The foundation for success continues to be providing unparalleled client service and achieving client ROI.

About Red McCombs Media –
Red McCombs Media is an online advertising and media services company with a network component based in Austin, Texas. They connect targeted audiences with advertisers and publishers based on demographic, psychographic and consumer behaviors to enhance branding and maximize client ROI.

Red McCombs Media focuses on delivering the human element in advertising campaigns through their display and video network, custom built site lists, search engine marketing, search engine optimization, creative and web development. They provide measurable results to local, regional and national clients including several Fortune 500 companies.

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