Hiring A CRO When You Cannot Afford To Miss

Executive Search, Digital Media

Senior-Level Executive Search, Digital Media

The career track to the role of Chief Revenue Officer culminates after an exhaustive and rewarded career of managing revenue, sales teams, districts, regions and national markets and owning the P & L. The expectations of a CRO are a finely tuned memorization of where the addressable revenues are across the national landscape, and, derived from career success, a by rote recitation of agency relationships, client wins and brand planning cycles. Fall short in scrubbing any of these areas during the interview process and you will likely hire a resume, or more pointed — a good looking widget.

Here are (2) reasons you should choose Heads Apart to hire your next Chief Revenue Officer: [Read more…]

Rule #. Don’t Hire a Widget

GM logoIt’s 3pm.  Tuesday.

The three o’clock meeting at Starcom in Detroit. The GM business. Your sales rep is there to present your suite of product offerings and explain how it will allow the Automotive client to seduce auto intenders across the purchase funnel. Your product can do it better, faster, leaner, and calibrate to a highly indexed or segmented or engaged consumer.

This was the big auto meeting you have been waiting for and it took the Automotive Category Sales Director a full quarter to land.  Big meeting and everyone in the company knew about it. The CEO and CRO donned sports coats and attended along with the SVP of Sales and the Automotive Category Specialist. You had all collaborated on the pitch — white boarded it even — and were certain GM would unload budget by the time you took Delta back to headquarters – a two-drink flight celebrating the big win.

The Automotive Category expert would lead the pitch with everybody chiming in.

Problem is, when you arrived in the waiting room at Starcom there were 24 other sales reps crammed in the lobby waiting for their chance to pitch.  Odds are they too had spent white board time and you actually saw a few competitors that you were not aware of.  The Starcom planners seemed to be efficient and harried; only coming to life if you delighted them with something they had not seen before.

Gut check time for your team — how do you stand and deliver and solve the business needs at Starcom Buick?  Can you truly tell why your services are unique and different?  Can you be extemporaneous and adjust your pitch based on how you are reading the situation?  You can do this, because you have come prepared right?

[Read more…]

Digital Media Veteran Gary Bembridge Launches Boutique Executive Search Firm

Gary Bembridge, Founder & CEO Heads Apart Group

Executive Search, Digital Media

Executive Search, Digital Media

A Message from Heads Apart Group’s CEO & Founder Gary Bembridge:

I began my online advertising career in 1996 with the Dun & Bradstreet Reuben Donnelley Online Yellow Pages and hold the lofty distinction of closing and launching some of the very first Internet ads.

Over the past 18 years, I have led a distinguished career in the online advertising industry, serving in senior sales roles across Strategic Sales, Senior Executive Sales Leadership, Business Development and Strategic Sales Consultation while growing an estimated $700MM in revenue.  I have led superior performing sales teams from startups to mature environments at companies such as Dun & Bradstreet, Microsoft, [Read more…]