On Demand: Sales Strategy – Outlook 2021-23

Media and information businesses are increasingly focused on generating predictable sales flows from scalable sales operations. Best practice from SaaS and other sectors can be applied to improve quality of earnings. However, the key challenge is creating the structures, processes and talent pool to enable this transformation.

This webinar is intended to help CEOs of independent information and media businesses to structure and develop high performance, scalable sales teams.

Here’s what we learned:

  • Get your teams to collaborate: connecting sales, marketing, product and client success is a value multiplier
  • Your sales leaders need to be the change in order to lead the change
  • Don’t be afraid to implement a data-led approach – and the CEO and leadership team need to be visibly behind it

The webinar is now available on-demand.




Sandeep Saujani, CEO, Contentive

Sandeep is the CEO of Contentive, providing innovative content and marketing solutions for B2B communities including fintech, digital marketing, HR and finance. He was previously MD of Financial Services at Centaur Media, and has held senior roles at Econsultancy and Ascend.   


Nick Fallon, Senior Adviser, Collingwood Advisory

Nick is a highly experienced business leader and strategic adviser who has held a range of group-level and operating leadership roles in information and media businesses. Nick’s career includes roles such as Strategic Advisor to the CEO and Executive Team at The Economist, Global Talent Director at the Oxford University Press and Managing Director / Vice President of Maritime Intelligence at Informa. He  has also held the roles of Group Digital Director and Head of Transformation at Informa Business Intelligence.


Fergus Gregory, Director, Collingwood Advisory

advises independent media companies on growth and value creation. He’s been MD of Marketing Solutions and Lloyd’s List at Informa, helped the Zapnito team to scale, and more recently served as Group Commercial Director at The Drum as they built their membership and hybrid events/media brand.