iHeartMedia - National Sales Team of the Year

Gold Stevie Award Winner 2017, Click to Enter The 2018 Stevie Awards for Sales and Customer Service

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 Team Categories
Nomination Sub Category: National Sales Team of the Year

Nomination Title: iHeartMedia Inside Sales

Tell the story about what this nominated team achieved 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 America, iHeartMedia delivers music, news, talk, sports and other 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 leverages its multi-platform assets, as well as its vast infrastructure and relationships, to create one-of-a-kind events like the iHeartRadio Music Festival, innovative national and local promotions, and ground-breaking technology and products.

One of iHeartMedia’s biggest strengths is the ability to give our customers national scale with local activation through a remote environment over the phone. A perfect example of this is seen in the growth of iHeartMedia’s Inside Sales Team.

We are designed to harness the power of technology to quickly and efficiently secure business, without the costs or time required with meeting clients in-person. Our sales goal is to provide a highly transactional and volume-driven approach using technology and talented resources to generate new business, retain relationships and educate advertisers on the power of all iHeartMedia assets. However, even with our focus on volume, we are conscious not to sacrifice the quality of our work. Everything we do is fully customized to meet each advertiser’s specific needs, including target demographic, impression goals, market coverage, formats, creative messaging and budget.

iHeartMedia’s Inside Sales Team generates new business with resources never used before in the industry. For example:

• Partnered with an IVR vendor to record inbound calls
• Utilizing CRM for lead generation, activity reporting and data management
• Utilizing vanity toll-free for new advertisers to reach iHeartMedia
• Centralized online submission form for new advertisers to request information

In addition to the technological resources, we’ve also invested in our people with a new facility that opened in March. We now have 20,000 square feet of open space that is modeled after the left brain/right brain concept. On the left brain side, we have 80 motorized standing desks that allow each account executive the option of sitting or standing at any time. The managers are all in one perpendicular row to the sales team allowing for easy access and conversations. On the right brain side, we have a training area, a lounge with several sofas, chairs and a hammock, two Ping-Pong tables, a pool table, a giant Jenga set, a putting green and a foosball table allowing for much needed down time between sales. Marrying both sides together is a paper-clip shaped track covering the entire floor encouraging a healthy work-life balance and that the sales team celebrates each sale with a victory lap.

Utilizing these tremendous resources has generated tremendous results:

• $23,256,218 revenue YTD – 39% YTD growth (forecasted to finish +42% YOY)
• 315 average monthly orders – 58% YOY growth
• 58,656 logged phone calls in 2016 YTD – 183% YOY growth
• 57,454 logged emails in 2016 YTD – 73% YOY growth
• 44,002 proposals YTD – 10% YOY growth

iHeartMedia’s Inside Sales Team has created a unique inside business model that drives accountable results balanced with a fun place to work. It’s revolutionary in the Media industry to sell across all types of inventory and it’s proven to be scalable approach to moving assets. iHeartMedia’s Inside Sales Team continually proves that teams that do good things become better teams. We believe we’re working hard to be the best every day and we hope you agree.