Author Archives: Olivia Constantinides

About Olivia Constantinides

Olivia has a degree in Philosophy and started her career in publishing working in UK Sales for publishing distributors Abrams and Chronicle, where she honed her client service and account management skills. Client and candidate satisfaction is her top priority and she continues to build on Atwood Tate's reputation for excellence. Olivia specialises in recruiting for Sales, Marketing, Publicity and Customer Services roles (from graduates to mid-management) in London, the Home Counties and East Anglia.

Types of Sales Roles in B2B Publishing

Types of Sales Roles B2B

Types of Sales Roles in B2B Publishing

There are many different types of sales roles within publishing. It is worth asking what type of sales role you are applying for, and highlighting which type you’ve done on your CV, when applying for a job.

Our Sales Consultant in the London office, Olivia, has put together a list of the key types of sales roles to explain further.

The key types are:

  • Delegate – selling delegate spaces (i.e. tickets) to attend events and conferences
  • Sponsorship – selling sponsorship opportunities for events. It can also refer to sponsored editorial content, which is when companies pay to publish an article in your publication as a way of promoting their own brand.
  • Advertising – selling advertising space. Can be either print (e.g. a print publication or magazine) or online (eg. a website). It can also be classified (i.e. no graphics, inexpensive small messages) or display (these include graphics and colour and might take up half a page or more).
  • Subscriptions – selling a subscription to a product. Can be print (e.g. a print publication or magazine) or digital (e.g. an online database or service).
  • Conference production – this isn’t really classified as media sales. It’s basically a varied mix of sales, marketing, editorial and project management but for entry level conference production roles clients usually want someone with some sales experience, such as delegate sales.

A B2B Sales role, for example, could involve just one or several of these types of sales. It’s quite common to see delegate and sponsorship sales together or delegate and subscriptions.

Generally the skill set required for each type of sales role, and the types of clients they deal with, will be similar. But it’s always best to check with our consultants beforehand which ones the role involves just to avoid confusion.

For more information about Sales roles you can view our current vacancies page and select Sales in preferences.

You can also contact us on info@atwoodtate.co.uk or 020 7034 7900. Or via social media: Twitter, Facebook, LinkedIn, YouTube or Instagram.

 

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Writing a Winning Sales CV

Writing a Winning Sales CV

Writing a Winning Sales CV

Creating the perfect CV is one of the most important things for any job seeker. But particularly so for sales people. Where a journalist can submit samples of their writing or a designer a portfolio of work, as a sales person your CV has to do most of the talking.

Having reviewed many CVs in my time in recruitment, I’ve come to identify what makes an effective and well written CV for sales roles. There are many simple bits of information that candidates miss out which may affect their chances of being considered for a job.

So you don’t make the same mistake, I’ve compiled some guidelines of key things to include!

Whether a second jobber or an experienced sales manager you should include:

  • Sales figures – Where possible you should include details of revenue achieved, targets met, sales made etc… Always make sure they are honest and that you can back them up if asked about them in an interview.
  • Achievements – You should give examples of particular successes you’ve had, whether securing a large deal, signing on a new client…
  • Products & clients – If you’ve worked for a large organisation do specify what area of the business or publication you worked on or what type of products you were selling. It’s also useful to know who you were selling to or specific regions you dealt with.
  • Languages – If you have professional competency in more than one language and would be willing to use it at work, tell us! It might be just what a particular client is looking for.
  • Travel – If you are used to travelling a lot and enjoy it, it’s good to know and if applying for field sales positions, do mention if you have a clean driving licence and car.
  • Line management – If you’ve managed staff, say how many and whether they were office or field based.

Last but not least, being a successful sales person is often very much about your personality so don’t be afraid to let this show on your CV. Also remember that you need strong communication skills and to be well presented and professional so your CV should demonstrate this.

For more general advice on CV layout, you should visit https://atwoodtatepublishingjobs.co.uk/advice/.

If you have any questions get in touch via social media: Twitter, Facebook, LinkedIn, YouTube or Instagram.

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Counter Offers in the Publishing Industry

Counter Offers

Counter offers

In today’s candidate driven publishing jobs market, good candidates will sometimes be spoilt for choice. We are increasingly seeing counter offers made by companies who are reluctant to lose talented staff to competitors or other sectors. Although it’s a flattering position to be in, making a decision can be very tricky, especially as you’ll usually be given only a short space of time to weigh up your options. Some people do end up making the wrong decision and return to job hunting after a few months, so we want to help you avoid that!

If you do find yourself considering a counter offer, here are some things to think about:

  • What were your reasons for applying for a new job in the first place? Does your current employer not offer the progression you want? Or are there problems with the company itself? Will any issues resolve themselves in time or still be there in a few months?
  • Will this new role offer you increased responsibility and duties which will be more rewarding than what your current employer is offering? Maybe the role works with a more exciting product or offers line management or international travel which you’ve always wanted to do.
  • Counter offers often take the form of a salary increase but if your current employer has promised you increased responsibility or perks of some kind, you should question if it is realistic that these will materialise. We’ve seen cases where they haven’t so it’s advisable to get any changes to your job agreed in writing before you agree to stay on.
  • If your prospective new employer cannot meet the salary your current employer has counter offered, it’s worth asking about future career progression and when you will be eligible for a salary review and/or bonus. It might be within a few months or after your probation period.
  • It’s also worth enquiring about benefits. Some employers offer very generous benefit packages and the perks they offer can be the equivalent of a few thousand pounds a year.

We hope these tips help. And do remember that one of the advantages of applying for jobs through a recruitment agency such as Atwood Tate is that we act as your representative and can negotiate offers on your behalf. So, if you’ve applied for a job through us and need advice about what to do or have questions you wouldn’t feel comfortable asking a prospective employer yourself, then we’re here to help.

If you have any questions, further tips or experiences you’d like to share with us, contact us via TwitterFacebook, LinkedIn or Instagram.

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ALPSP Conference 2016

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Three weeks ago Claire and I attended the annual ALPSP conference, which brings together a large number of scholarly and professional publishing professionals from across the UK and overseas. The conference was hosted over three days (14-16th September) and delegates were treated to a packed schedule of presentations, panel discussions and networking opportunities.

The key discussion points at the conference were:

  • The disruption caused by digital developments, which affect the publishing industry as a whole, and how companies can future proof their brands and products. We should let technology lead, not disrupt.
  • Metrics and the ever-expanding range available. How can Metrics be used to measure publication performance as well as other research outputs and activities. What is the future of research evaluation?
  • The evolution of peer review and its relevance today. How can peer review be used effectively in different communities, if at all. How is peer review used outside of scientific publications and what specifics should it address.
  • The data revolution and the implications this has. Publishers can’t solely be content businesses. They need to be innovative and become technology companies to stay relevant.

On the second night of the conference the ALPSP Awards were hosted. The Award for Contribution to Scholarly Publishing was given to Alice Meadows, Director of Community Engagement and Support at ORCID. Awards for Innovation were given to Cartoon Abstracts by Taylor & Francis and Wiley ChemPlanner.

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The ALPSP Winners – Image attributed to ALPSP – http://alpsp.org/ALPSP-Awards

You can download the full conference programme and view the video footage at http://www.alpsp.org/2016-Programme.

Next year’s conference is being hosted in the Netherlands. We’ll see you there!

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#iinmarketing2016

A few weeks ago I went to the B2B Marketing Conference hosted by the Industry Information Network (IIN). It was a day packed full of insights and guidance for B2B publishers and media companies and there were a host of great speakers from the industry who really know their stuff!

Topics covered by the speakers included:
– Social media and content marketing
– Account-Based Marketing (ABM)
– Lead generation approaches
– Email marketing
– Marketing automation

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There were also two round table sessions and the first one I joined was a discussion of how marketing and sales teams can work closer to drive revenue growth. As a recruiter who sources candidates for both these types of roles, it was really interesting to hear how companies bring about interaction between sales and marketing staff as well as what approaches work and what don’t!

The second round table was about B2B email marketing best practices. Once again it was great to find out what success B2B publishers and media companies have with this and ways we can all improve our marketing emails. Brexit was of course a point of discussion and a lot of delegates had concerns about how the new EU Data Reforms coming into force in 2018 will affect their usable data.

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The day finished up with a panel discussion about the challenges facing B2B marketers and how they can be overcome. It seems both large and small companies have similar problems to resolve and a lot of the suggestions for overcoming these and improving marketing strategy can be implemented on a small scale and at a low cost.

Thanks Patrick Angell and Naomi Hoad for organising the day!

Learn more about the IIN and their events here: www.iineurope.net/

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Consultant in the Hot Seat – Olivia Constantinides

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Which literary figure would you be?

I would have to be Cleopatra, as depicted in Shakespeare’s Antony and Cleopatra. Cleopatra is powerful, passionate, charismatic and beautiful. Although she has a tragic end, she goes out in style and her eyeliner is on point!

If you could have written any book that exists now, which would it be?

The Bible. I would have edited it heavily and removed all the passages that encourage bigotry and discrimination against others. I would also have rewritten the Ten Commandments and given people more fun rules to live by.

If you were given the chance to have one superpower from any book/comic character, what would you have?

I’ve always thought it would be cool to have chameleonesque powers and the ability to transform into anything or anyone at will, so a bit like Changeling from X-Men or McGonagall’s transfiguration spell in Harry Potter. This power could be used for good or evil…

What book are you reading at the moment and what do you think of it?

I am currently on book three (page 1918 of an epic 2664!) of the Liveship Traders, a fantasy trilogy with all the staples of magic and dragons as well as serpents, pirates and talking ships. There’s a good variety of characters, locations and plot lines. The first book sets the scene and introduces you to the characters and the action really gets underway halfway through book two, but it’s worth the wait if you can persevere!

True fact: My hair is almost a metre long. It should develop super powers soon…

To find out more about the roles each of our consultants covers, go to the “Meet the Team” page.

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3rd Annual and STM Publishing Conference

On Tuesday last week I went to the 3rd Annual and STM Publishing Conference, organised by Rave Technologies and held at the RSC. There were around 60 delegates from a range of STM, academic and society publishers, both large and small, and I spoke to both clients and candidates during the course of the day.

Most of the presentations were about the future of STM publishing and the need to embrace digital technologies. There was also a focus on the challenges STM publishers are facing and innovative ways we can deal them. There were two panel discussions and lots of opportunities for questions and discussions.

It was a very interesting and useful conference and I would definitely recommend attending next year.

The full agenda and some of the presentation slides can be found here.

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IPG DMQ – Selling direct to consumers

Last week I attended the IPG’s Digital and Marketing Quarterly (@ipghq #ipgdmq), hosted at the offices of Faber and Faber. The theme of the event was selling direct to consumers and there was a great range of talks from experts in different fields of publishing.

The evening kicked off with Gareth Cuddy, CEO of Vearsa, who spoke about the promise and pitfalls of selling direct to consumers and the increase in “social” or “recommendation” based selling. He ran through a list of different platforms for selling books online and advised that publishers should not be afraid to outsource parts of their business where possible. Tech start-ups rely heavily on outsourcing and it works well for them!

This was followed by James Woolham, MD of F+W Media. He talked about how they have built a successful direct to consumer business based on a series of online craft brands and he demonstrated how publishers can build an interactive online community of fans and customers. It is not an expensive process but it does require time and commitment and the revenue gained will be far greater than any risks.

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Next up was Jaime Marshall (MD of Higher Education) and Katie Thorn (Marketing Director) at Macmillan. They gave an insight into the 3 categories of higher education books they publish and how best to market each category to their desired consumer. Selling to lecturers and students is both an art and a science and a blend of B2B and B2C tactics are required.

1. Core adoptable textbooks: The single source of reading for a course.

2. Recommended reading: Optional reading which doesn’t fit a whole module

3. ‘Trade’: Scaled out titles, generally sold in bookshops to trade consumers

The increase in tuition fees and the closing of campus bookshops has changed the landscape of academic bookselling. One way they have overcome the challenges is by partnering with John Smith & Son and setting up virtual campus bookstores online.

The evening finished off with Steve Bohme, Research Director at Nielsen, who spoke about the trends in book buying across different formats and the fact that eBook sales have slowed due to a slowdown in ownership of reading devices. He also urged publishers to think more resourcefully and creatively about how they make use of their data for marketing purposes.

Thanks to all the speakers for their contribution to a very interesting evening, full of useful tips and facts for selling direct to consumers.

The next DMQ is on 26th November.

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The Bookseller Marketing and Publicity Conference 2015

Last Tuesday I attended the annual Bookseller Marketing and Publicity Conference, hosted on the Southbank. It was the first time I’d attended the conference and it was a great opportunity to meet other marketing and publicity publishing professionals, exchange ideas and learn about new developments in the industry. I was impressed by the range of topics which were discussed as well as the speakers brought in from outside the industry, from companies such as Pinterest, Sports Interactive and Unruly Media.

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The day was split into 5 sections, which I’ve summarised below:

The Rules of Engagement

Will Francis, founder of digital agency Harkable, kicked off the day with a talk about “full stack” authors who are multidisciplinary and excel in using social media. Next up was Zoe Pearson, Marketing Manager at Pinterest, who showed how publishers should be using Pinterest to successfully market their books. This was followed by Matt Haslum, Consumer Marketing Director at Faber and Faber who spoke about how publishers should adopt a start-up mentality and write love letters to their customers, instead of newsletters. Next up was Ciaran Brennan, Communications Director at Sports Interactive, the creative studio behind Football Manager. He gave a really interesting talk on the Digital Fanscape and how publishers should engage with their fans. Caroline Maddison, Head of Consumer Marketing & PR at Collins, finished with The Scrabble Week study. This was an inspiring example of how Collins turned the marketing of their Official Scrabble Words Dictionary into a major event on a small budget.

Under Pressure

Toby Hartwell, Director of Forward Thinking inc and Phil Rumbol, Founding Partner at 101 Agency, began by discussing the problems of too many books, channels and competitors. This was followed by Rohan Gunatillake, Director of Mindfulness Everywhere who spoke about user driven products and PR. Next came Sarah Benton Fiction Marketing Director at HarperCollins and Niamh Murray, Head of Marketing at Profile Books/Serpent’s tail who discussed how publishers should effectively allocate limited resources to achieve results. Natalie Ramm, Marketing Consultant at Pushkin Press, then spoke about the power of brand partnerships. This section was rounded up by a fascinating panel discussion about the possibilities and perils of author led marketing and how sending a lamb chop into space can really help sell books!

Influencer Afternoon

The post-lunch section began with a panel discussion about exploring alternative ways to generate publicity and the importance of being proactive and having a personal approach. This was followed by advice from Sandra Taylor, publicist turned bookseller, who shared her tips for using the retail environment to promote books. Vicky Palmer, Head of Marketing & Digital at Headline and Georgina Moore, Communications Director at Headline and Tinder Press concluded this section by talking about their savvy Lemon Grove campaign and the 8 questions that all marketers and publicists should ask themselves to ensure success.

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5 x 5’s: 5 experts for 5 minutes on 5 rules

Timur Cetin, VP Business Development (EMEA) at Unruly Media, gave his 5 rules for creating viral video (cats are overrated!) Next was Jo Henry, VP of Insight and Analytics at Nielsen, who spoke about making the most of your consumer insight. She was followed by Liz Vater, Director of Stoke Newington Literature Festival, who gave her 5 rules for pitching to literature festivals. Freelancer Stephanie Martin then gave her 5 rules for email marketing. This section was rounded up by Iain Miller, Co-founder of Canelo, who spoke about his 5 rules for successful e-book marketing.

Brand Ambitions

The final section of the day was opened by Claire Wilshaw, Brand Director of Vintage and Zeljka Marosevic, Managing Director of Melville House UK, who discussed how to successfully build a distinct publishing brand. This was followed by Sarah Patel and Fergus Edmondson, both from Pan Macmillan, who discussed how to launch a non-fiction brand. James Spackman, Managing Director of DBP Watkins, closed the conference with a really interesting presentation about how publishers can enhance the reader experience through the physical design of a book.

Thanks to all the speakers and the Bookseller for organising. We look forward to seeing everyone at next year’s conference!

Full programme and PowerPoint slides for the conference can be found here.

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BookMachine

On Tuesday 9th June Karine and I attended the London BookMachine event about the rise of mobile reading and short stories. It was a great opportunity to meet other publishing professionals, catch-up with old colleagues and hear some expert views on bite-sized content.

We really enjoyed listening to the two speakers.

Louie Stowell was first. She is a Writer and Editor at Usborne and has written over 25 children’s books, including fiction, non-fiction, novelty and traditional stories. She spoke about Fiction Express; a new and interactive platform for publishing fiction e-books where readers determine the plot, in real time, as the stories are written. Louie is an author for Fiction Express and is currently writing The School for Supervillains, a story about a girl who is training to be a supervillain but secretly wants to be a superhero.

Sheila Bounford was second. She is currently Interim Managing Director at Inpress Books and in 2012 founded Off the Page Ideas, a consultancy which works with independent publishers. Over the last few years she has been involved in various digital projects and she gave a very interesting talk about the combination of short form publishing and live broadcasting events.

The event was hosted by Evie Prysor-Jones, Content Lead at Optimus Education and was sponsored by Spineless Classics. If you have the chance to attend any events from the BookMachine week (8th-16th June) in London, Oxford, Cambridge, Brighton and Barcelona, do not hesitate!

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