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Name: Perry James

Company / Division:  EMAP Inform

Job title: Group Advertising Manager

Responsible for:

Construction News, Heating & Ventilation News, RAC Magazine, RAC Engineer, Water, Energy and Environment Magazine. 

www.cnplus.co.uk www.hvnplus.co.uk www.racplus.com

Cooling Awards. H&V News Awards

First sales job: Sales Executive, Waterlow Professional Publishing (WBI)

Time in media sales: 6 years

Talk us through a typical day:

I try to have a least 2 mins chat with each of my staff first thing in the morning. Check calendar for meetings and deadlines, check sales on each brand, motivate staff, make sales calls myself, liaise with production, editorial, marketing on related issues. Planning short term and long term business strategy.

What has been your biggest achieve in media sales?

Creating a high performance sales team and culture through the recession.

What has been your hardest challenge in your career?

Restructuring the sales department and creating new strategies to grow revenue through the recession.

Who do you hold in high regard in the industry and why?

Natasha Christie-Miller for drive, knowledge and power of personality to inspire. David Gilbertson for approachability and interest in all aspects of EMAP. 

What is advice to those thinking about starting a career in media sales?

Media sales rewards hard work, a constant positive attitude and self believe.

What do you look for when hiring staff?

An engaged, enthusiastic and positive attitude. A willingness to learn with good sense of humour thrown in!

If there is one question you wanted answering in interviews (from candidates), what is it?

What will you bring to the business?

What are your three tips to a successful career in media sales?

1. Immerse yourself in your markets, learn your products, learn about your clients

2. Get involved, study sales, why do people buy? Understand what your clients want to achieve

3. Be prepared for hard work!

Yes or no, do you believe anyone can sell? Why?

You need a certain type of personality to be a good sales person as a beginning, but...I strongly believe that sales is a skill that you can learn, develop and improve upon throughout your career.

Finally, tell us why you love media sales?

Everyday is different, with different challenges and successes. Media sales gives you a chance to learn new skills, meet new people  and work in an ever evolving industry. Some the of the characters you meet along the way will be priceless as well!

Thanks to Perry for giving us an insight into his working day

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