With Handshakes on Hold, Media Ad Sales Teams Must Navigate a New World Order

The pivot to video conferencing is finally happening

a person handing money to a computer screen
Handshakes and meetings have been replaced by videoconferencing as long as the coronavirus epidemic continues. Getty Images

Media is a people business built on relationships. Whether it’s a night out at a concert, a conversation over drinks or the not-so-secret secret jeans parties and Apple picking, the relationship between buyer and seller starts and ends with face-to-face communication. Pressing the flesh wins deals in ways that spray-and-pray pitches don’t.

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@joshsternberg Josh Sternberg is the former media and tech editor at Adweek.