Host Michelle Volberg welcomes Peter Naylor, the first-ever Chief Client Officer at Nielsen, who has built and scaled ad-sales teams at some of the biggest names in media. Peter launched Netflix's ad-supported tier as their first head of sales, grew Hulu's ad business to $1.5 billion, ran ad sales at Snap, and led digital Ad sales at NBCUniversal. In this episode, they dig into what it takes to build world-class sales organizations, the future of advertising, and what separates a good salesperson from a great one.
Listen to Hear:
- How Peter defines his leadership style as a "servant leader" — and what that looks like in practice
- The inside story of launching Netflix's ad-supported tier and giving viewers the choice to opt in to ads
- Why AI is "here to stay" — and how the potential AI bubble differs from the dot-com bust
- His advice to young ad sellers: be "multilingual" and fluent in both creativity and technology
- Why sales is an art, not just a science — and why EQ matters more than most people think
- Why "hiring slow" is his biggest HR ick and annual reviews are a process that desperately needs fixing
- The worst pitch he's ever sat through
- The one thing candidates think impresses him but doesn't (spoiler: it's name dropping)
- Why short tenures across multiple jobs are a red flag on a resume
- How he landed his role at Nielsen after the CEO cold DM'd him on LinkedIn
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