Case Study: Harry Fox Agency
Executives at the Harry Fox Agency, the premier music licensing agent for music publishers in the United States, needed to enhance their current revenue stream with alternatives. The music industry has been evolving and they needed to provide sales training to key staff and ultimately the whole company, to be ahead of the changes. They faced a common challenge: creating and communicating effective messaging about their value proposition that would resonate with both their current and potential clients.
Michele Olton, Senior Vice President, Human Resources and Administration brought in Steve Giglio to help address the company’s directional shift. Steve worked with the firms executive team creating key messages and storyboarding the company’s core values. Message points were boiled down to five key elements. A presentation was crafted for the company’s staff that work on publisher affiliation and new business development. Steve lead sales training sessions focusing on active listening, probing for understanding and effective and consist delivery of the presentation.
Using video taping and peer critique, Steve raised the team’s confidence, making it easier to deliver the content. “They loved it and found Steve to be very effective,” said Olton.