Highly Commended - Digital Sales Person of the Year

Congratulations to Harpreet Kallah, The Times & The Sunday Times, News UK, Highly Commended for Digital Sales Person of the Year

Your “Elevator Pitch”

Harpreet Kallah is a commercial force to be reckoned with. When tasked with a steep increase in personal revenue targets without any incremental availability in Times digital inventory, Harpreet surpassed all expectations. By uniquely positioning and championing audiences across all Times digital touch points, she managed to secure 14 new advertisers over 12 months, increased revenue across her key agency patch by over 565%, was the first salesperson to sell all new Times ad products on and off-platform in 2018, and rightfully secured a well-deserved promotion to Senior Sales Manager along the way.

 

Set the scene

The Times’ digital products are behind a paywall and our business model puts the subscriber at the heart of everything we do. Our quality journalism brings higher user engagement and a wealth of 1st party data for which we charge a premium and our advertising solutions are designed to compliment the UX and not be intrusive in anyway. Our challenge, is justifying our price premium and promoting a quality not quantity message especially when our competitors can offer cheaper pricing as well as find and optimise towards a similar high quality audience at a scale.

 

Tell us the story

On the back of a successful 2017, the digital sales team were tasked with generating double digit percentage revenue growth in 2018. In the absence of additional inventory, our digital strategy evolved to include our new 1st party data proposition (News IQ) and increase revenue across areas such as branded content. Harpreet’s sale strategy focused on challenging perceptions, evangelising the power of our online brand, and ultimately proving that buying The Times.co.uk is the best solution. In the changing world of Brexit and Trump, the need for trusted news stories meant that high quality journalism was needed more than ever, and Harpreet made it her aim to capitalise on these changing landscapes and promote The Times. Taking on new agency patch of Mediacom, Cream and JK&K, Harpret quickly adapted and unlocked incremental spend across new clients. A true collaborator, she has taken the initiative of working closley with the Creative Solutions and Client-Direct teams to help secure large, cross-platform campaigns for brands including Habito, Post Office, Dalmore.

 

The results

Harpreet has made a huge impact and her results speak for themselves:
-Secured a total of 14 new advertisers in twelve-months
-First to sell shoppable mobile video to Laura Mercier across The Times
-Secured KPMG as a new client for The Times digital and secured them as a 1st tier sponsor for The Times CEO Summit for two years running
-Increased Cream UK’s annual spend
-Exceeded personal sales target by 157% in Q2
-Drove significant spend increase for Aegis from PY – Inclusive of 4 New Business clients
-Recognised internally by senior leaders: Voted Q3 Hero in March 2018 for her KPMG win; Received 8 internal awards including Sales Person of the Month and Sales Campaign of the Week; Promoted to Senior Sales Manager in September 2018

 

In Partnership with

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AOP - Association of Publishers
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