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There is a fundamental disconnect between what many publishers sell, and what their customers want. Publishers value and sell reach and demographics while their customers value and need campaigns that measurably increase sales pipelines. Selling reach and demos “smells like display advertising” and kills many conversations quickly.
Imagine that a sales rep from the 1980s magically transports into a sales team operating today. If you’re not keeping up, then you’re falling behind. When you automate many of the behind-the-scenes processes, you free up time for your salespeople to concentrate on what they do best: selling. Workflow automation.
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