Making The Case For Digital Sales Reps

The complaints that media people have about the reps who come seeking an audience every day could fill a book, and vice versa. Neither side is short on opinions about the other. But one thing media people consistently complain about is what they perceive as reps’ lack of knowledge about what they are selling. Perhaps this is the reason why: Many are doing too much multi-tasking. Greg Harmon, senior research analyst at Borrell Associates, talks about the advantages and disadvantages of digital-only reps, why some companies eschew them, and how media people and reps can play nice.