Why Size Matters

By Dennis Connaughton, General Manager
James G. Elliott Co., Inc.

May 11, 2021

Some B2B or association brands rely on vertical sales organizations that specialize in the markets served by those brands.  Many times, we hear that those publishers would like to carry some near/non-endemic advertising, but their current sellers don’t seem to be able to bring much in.  We think the problem is structural.

There is one often overlooked benefit in hiring the James G. Elliott Co. – size – in people and geography. It matters in sales. We always have had a lot of salespeople and they are, and always have been, invariably selling across a long list of categories which in turn produces a great deal of sales intelligence that can be shared by all of our sellers. But equally important is the source of the intelligence. We’re geographically scattered because we believe that selling directly to marketers today is far, far more important than chasing their agencies non-stop. The decision makers in most categories are spread across the country. We need to be close to them.  

Our system – the people and the locations – have always made the difference to our publishers.