Client:

A national media company specializing in digital, broadcast, and experiential advertising solutions.

Challenge: A Sales Team Stretched Too Thin

The media company had a highly skilled sales team, but they were constantly pulled in multiple directions—juggling client servicing, proposal development, and closing deals while also being expected to generate new business opportunities. This led to:

• Inconsistent outbound prospecting, with no dedicated resources focused solely on pipeline growth.
• Over-reliance on inbound inquiries and agency RFPs, limiting control over revenue generation.
• Difficulty penetrating new advertiser categories, despite strong offerings across digital, TV, and experiential media.

The leadership team knew they needed to increase the volume of high-value sales conversations but didn’t want to hire and ramp up an entirely new sales team from scratch.

Solution: Catapult as a Dedicated Business Development Extension

Catapult stepped in as an outsourced new business partner, working alongside the media company’s internal team to generate qualified advertiser leads and drive direct sales conversations.

Our Approach:

• Developed a Category Expansion Strategy – Identified untapped verticals where the media company had a right to win, allowing them to diversify their advertiser base.
• Built a Targeted Outbound Sales Process – Created a multi-channel outreach strategy leveraging email, LinkedIn, and warm introductions to engage senior marketing and media buyers directly.
• Positioned the Sales Team for High-Impact Conversations – Instead of chasing RFPs, we secured direct meetings with key decision-makers, ensuring the team spent time on closing, not cold prospecting.
• Streamlined the Sales Funnel – We handled the initial outreach, lead qualification, and appointment setting, allowing the internal sales team to focus on pitching and winning business.

Results: More Meetings, More Deals, More Growth

Within three months, Catapult’s efforts led to:

• 22 high-value sales meetings with brand-side marketing decision-makers.
• $4.8M in new business pipeline, spanning multiple advertiser categories.
• 3 immediate campaign wins, unlocking repeat business and long-term brand partnerships.

By outsourcing lead generation and business development, the media company was able to scale its sales efforts without increasing internal headcount—all while giving its sales team the ability to focus on what they do best: closing deals.

Why This Matters for Media Companies

For media companies looking to scale ad sales and diversify advertiser categories, hiring more salespeople isn’t always the answer. A specialized new business team can fill the pipeline, secure qualified meetings, and free up your sales team to focus on revenue-generating conversations.

At Catapult, we help media companies accelerate growth by providing a dedicated business development engine—without the cost and risk of expanding in-house.

If your media sales team needs a steady flow of qualified leads and brand-direct meetings, let’s talk.