3X Ad Sales Revenue, 2X Client Renewals - A Sales Transformation Story from the Media & Press Industry

It started with a familiar question from the sales head

"Why are we struggling to close deals when our brand reach is unmatched?"

A leading national network across print, digital, and broadcast was facing a storm of challenges.

Client budgets were shrinking, agencies demanded steeper discounts, and advertisers were shifting to digital-first competitors.

Sales teams were stretched thin chasing renewals, managing agency relationships, and juggling multiple rate cards with little clarity on value. Despite high effort, conversions and collections kept dropping.

They realized this wasn’t a marketing problem. It was a sales problem.

That’s when they partnered with Dishah Consultants to transform their ad sales teams from space sellers into business growth advisors.

What followed was a transformation that changed how the brand sold and how clients perceived value.

The Scale of Engagement

➡️ 90+ ad sales professionals trained across Print, Digital, and Broadcast divisions

➡️ 5+ customized batches covering Key Account, Agency, and Regional Sales teams

➡️ 5 major cities covered - Mumbai, Delhi, Bangalore, Chennai, Hyderabad, 

➡️ Multi-language and hybrid delivery for regional inclusivity

➡️ Pre-training need analysis, gamified learning, and post-training refreshers for measurable reinforcement

Challenges Faced

• Sales teams relied on transactional pitches instead of consultative, value-led conversations that build trust.

• Limited understanding of advertiser goals and campaign ROI reduced proposal effectiveness and client confidence.

• Inconsistent follow-ups and weak pipeline discipline led to delays and deal drop-offs.

• High dependency on agencies and price-based selling caused margin erosion and loss of direct relationships.

• Difficulty selling integrated media packages (Print + Digital + Radio) limited deal size and cross-channel sales.

• Low client renewals and weak relationship ownership reduced long-term retention and recurring revenue.

Solutions Offered

• Introduced consultative & storytelling-based sales frameworks to shift from transactional to trust-based selling.

• Designed insight-driven discovery and ROI-led proposal tools to align sales conversations with advertiser objectives.

• Implemented structured follow-up matrices and pipeline management systems for consistent deal progress.

• Delivered value-based selling & negotiation confidence modules to reduce discounting and strengthen pricing power.

• Built ROI-based sales playbooks to simplify and strengthen integrated media package selling.

• Rolled out client retention & account management playbooks to increase relationship depth and renewal ownership.

Results Delivered

• 2X increase in premium campaign sales and upsells.

• 30% improvement in client satisfaction, trust, and campaign renewals.

• 35% reduction in deal drop-offs through disciplined follow-ups.

• 2X improvement in deal margins and direct client acquisitions.

• 3X growth in bundled media deals across platforms.

• 40% increase in client renewals within 6 months.

Client Voices

Google Reviews

Our Prominent Clients

Our clients include India’s most respected media and press organizations, known for their powerful reach, trusted journalism, and lasting impact across audiences and industries.

Why India’s Leading Brands Trust Dishah with Their Sales Transformation

With 950+ corporates served and 1,00,000+ professionals trained, Dishah Consultants has become the trusted partner for India’s top media and publishing houses. We don’t just train; we solve real business challenges from declining ad revenues to agency dependency, from low renewals to digital competition.

While Media & Press remain a key focus, Dishah’s expertise extends across industries where sales performance defines market dominance. We proudly serve:

📢 Broadcast & Print Media building high-impact ad sales capabilities and client retention strategies

📢 Digital Publishers & OTT platforms driving consultative and ROI-led advertiser conversations

📢 FMCG & FMCD leaders optimizing retail visibility and brand partnership sales

📢 NBFCs & Financial Institutions strengthening client engagement and product penetration

📢 IT & Tech companies scaling complex solution-selling and enterprise relationships

📢 Automobile & Manufacturing brands boosting dealer network effectiveness and B2B sales

📢 Pharma & Healthcare organizations enhancing market access and stakeholder influence

📢 Retail & E-commerce leaders improving campaign monetization and sales execution

Wherever sales capability fuels growth, Dishah Consultants has been the trusted partner behind measurable, lasting transformation.

👉 Ready to empower your ad sales and client partnership teams? Let’s turn capability into measurable business impact.

Get Your Proposal Today