Podcast: Jim Elliott sheds light on misunderstood media sales
In a podcast recorded at the 2026 Business Information & Media Summit (BIMS) in New Orleans, Chris Mohr sits down with Jim Elliott, founder and president of The Elliott Company, one of the country’s largest outsourced media sales firms for advertising, exhibits, and sponsorships. With nearly $800 million generated for specialty media brands, Jim shares hard-earned wisdom from four decades of selling in B2B and consumer media—while offering a candid perspective on what too many publishers get wrong about sales.
Jim reflects on his early career at CBS Magazines and Road & Track, the decision to strike out on his own, and how he navigated the complexities of entrepreneurship while raising his kids. Along the way, he unpacks the myths of control in sales teams, the undervalued role of independent reps, and why most media CEOs still don't understand the function that funds their business. Chris and Jim also explore how the sales profession has evolved—and how it hasn’t—and what makes a great rep in an era of AI, ad tech, and shifting buying behavior.
In this conversation, you’ll hear:
Why sales is still misunderstood and underappreciated by many media founders
How independent sales reps build deeper trust—and often outperform internal teams
The hidden risks of relying on outdated org charts and relationships
What CEOs often get wrong when trying to "control" the sales process
Jim’s three core advantages of outsourcing your sales function
What he means by stacking stress—and why decompression is a leadership skill
