For Media & Sales Teams
The Strategy Side of the Sale
A good pitch doesn't start with the product. It starts with the problem.
Not "Why didn't they go with us?"
The difference between a pitch that gets passed around and one that goes nowhere is often less about the product and more about the conversation.
But "Did we connect what we're selling to what they're actively trying to solve?"
Not "How do I get more meetings?"
But "Am I talking to the people who actually shape what gets bought?
Winning the pitch starts before you're in the room.
The brands and agencies you're selling to have a clear picture of what they need, and an equally clear picture of what will never make it through their process. Understanding how they think, how they're structured, and what they're actually evaluating is what turns a strong product into a compelling buy.
I have 20 years of experience on the strategy and planning side of media, at Publicis, Omnicom, and client-side at Coca-Cola.
I know how brands and agencies work because I've been inside them.
I help media and sales teams bring that understanding into their work, so every client conversation is grounded in how those organizations actually think, decide, and invest.
Process Intelligence
Media investment follows a cycle. Annual planning has real windows when strategy is being built, budgets are being set, and partners are being evaluated.
Understanding how that cycle works, and what to listen for in client conversations to understand where a team is in the process, changes how and when a sales team shows up.
I help teams learn the rhythm and develop the right questions to read any account.
Decision Mapping
Brands and agencies are structured in ways that aren't always visible from the outside. A holding company operates across multiple agency brands, each with its own client relationships, mandates, and internal team dynamics.
Within any given account, the investment decision moves through brand teams, agency strategists, connections planners, and buyers, each with different objectives and different moments of influence in the process.
I help sales teams map that landscape for their specific targets, so they know who to bring their product to, at what level of the conversation, and with what framing.
Strategic Positioning
The pitches that earn attention connect directly to what a brand is trying to accomplish, not just what audiences they can reach.
I help sales teams reframe their products in the language that resonates with brand and agency strategy teams, building a case that gets championed internally and not just acknowledged in the room.
What I Do
You're launching a new ad product and need a narrative that connects to what brands are actually trying to accomplish — one that resonates with planning and strategy teams, not just buyers.
You're getting in front of the right people but not converting at the rate you want, and you're ready to look at your approach from the buyer's side of the table.
You have a priority account you're focused on and want to understand the decision-making landscape and key stakeholders before you go deeper.
Your team is reaching buyers consistently and is ready to access the planning and strategy conversations where investment decisions actually get shaped.
You're onboarding new reps or developing your team and want them fluent in how brands and agencies think and work before they're in the room.
You have a pitch going out and want a review from the buyer's perspective before it does.
These are some examples of common situations where I can bring value to your team.
Have a different situation or not sure?
Let's chat!
When to Bring Me In
You're building or deepening relationships within a holding company network and want a clearer picture of how those organizations work and how decisions move through them.
Advisory
For ongoing access and strategic support, an advisory relationship gives you a consistent resource for pitch review, account strategy, and navigating specific client dynamics as they arise.
Weekly, monthly or quarterly cadence with availability for time-sensitive asks.
The right fit for sales leaders or teams with a steady pipeline of high-priority accounts.
Project-based Consulting
For a focused challenge or a specific account, we scope the work around a defined outcome.
That could be a pitch review and repositioning ahead of an important presentation, a deep-dive on a priority account to map the org and develop an approach strategy, or a narrative build for a new product that connects to brand objectives.
Defined scope, clear deliverables, built around what you need right now.
For teams who want to build a deeper understanding of how brands and agencies work, I offer a structured workshop experience.
Half-day or full-day, combining education on org structures, decision-making dynamics, and planning cycles with applied practice, including pitch simulation where I play the buyer and provide real-time feedback.
Built for new reps getting up to speed or experienced teams ready to go deeper.