iHeartMedia - Best Use of Technology in Sales

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Company: iHeartMedia, Inc., New York, NY
Company Description: iHeartMedia, Inc., was founded in San Antonio, TX with the purchase of a single radio station in 1972. After decades of growing media assets globally, the company has become one of the world’s leading media and entertainment companies, operating as iHeartMedia, Inc. iHeartMedia, Inc., consists of two main media businesses: Clear Channel Outdoor Holdings and the wholly owned iHeartMedia.
Nomination Category: Sales Awards Achievement Categories
Nomination Sub Category: Best Use of Technology in Sales

Nomination Title: iHeartMedia Inside Sales

Tell the story about how your organization used technology to improve sales operations, drive sales growth, and/or improve customer satisfaction since the beginning of July 2015 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

With 245 million monthly listeners in the U.S., iHeartMedia has the largest reach of any radio or television outlet in America. The company owns and operates 850 broadcast radio stations, serving more than 150 markets throughout the U.S. Plus, iHeartRadio - a free, industry-leading, digital music service - gives users instant access to more than 2,000 live radio stations and allows them to create custom stations inspired by favorite artists or songs, anywhere they are.

As the leading media company in North America, iHeartMedia delivers music, news, talk, sports and other media content to diverse audiences across multiple platforms, including: broadcast stations; online, via iHeartRadio and on its stations’ hundreds of websites; HD digital radio channels; satellite; smartphones; iPads and other tablets; in-vehicle entertainment and navigation systems; and via live events. iHeartMedia’s innovation, however isn’t just evident in our various assets but also in the sales office of the Inside Sales Team.

The iHeartMedia Inside Sales team moved into a new office space in May of 2016. When you step into the 19,659 square foot open floor plan you can hear music playing throughout the floor. The walls are painted crisp white with a few vibrant red accent walls to celebrate iHeartMedia. The space is lined with designated meeting rooms, TV’s constantly rolling iHeart promotional materials/sizzle reels, and gorgeous photos of talent from various iHeart events. The overall design of the office is meant to cultivate the strengths of both the left-brain (systematic and organization) and the right-brain (creativity and intuition) with a track lining the perimeter of the entire space to encourage AE’s to walk while speaking with clients.

On the side celebrating the left-brain there are rows of work stations stocked with state of the art equipment. The desks themselves are adjustable and with the touch of a button they can transition from sitting to standing desks. AE’s are encouraged to spend time standing and walking throughout the day to sound more energetic on the phone when speaking with clients. To accomplish this, AE’s use a Plantronics Savi W720 Bluetooth wireless headsets. The Bluetooth headsets enable a hands-free approach to allow for note-taking, asset research, or walking the track.

Arguably the most important tool that we use is our phones. Our Cisco 7841 Phones transmit high-quality voice communications. The full-feature loaded phones make conference calls, transferring calls, and storing numbers a breeze. As an added bonus when a voicemail is left on our phone it is automatically sent as an MP3 into our email making sure you never miss a call. Beside the phones are state-of-the-art, completely adjustable HD monitors as well as laptop docks that immediately connect us to iHeartMedia’s VPN when docked.

The side of the office celebrating the right brain has a large training/meeting area. There is also a kitchen, couches, a hammock, a pool table, foosball, and Ping-Pong tables for when you need a break throughout the day.

For clients, iHeart continues to be a leader in innovation through partnerships with resources like Jelli. Jelli is a programmatic buying tool that that maximizes schedule values by meticulously combing through every single hour of every single day to scan for the best value spots. Through the use of this tool we are able to offer advertisers hundreds of spots and millions of impressions for a fraction of the price.

The iHeartMedia Inside Sales Team has mastered the implementation of technology into what we can offer our clients as well as how we can offer it to our clients through our advanced office space. By using technology on both the front and back end of our processes we continue to remain an efficient, successful, and rapidly expanding sales organization.