Web Sales "Boot Camp" details for April 30 Conference

What you will learn: We’ll start with the basics. What are we selling? What’s the value proposition to both current clients and new business? What should you leave out of the conversation? Then we’ll get into the nitty-gritty of the sales call and the follow-up.

Who should attend: Managers and salespeople on the front lines of newspaper sales departments. In some cases, that’s newly minted new media specialists who are trying to get a toehold in grabbing new business and increased share of the online advertising spend in their markets. In most cases, however, it’s sales representatives who manage a large portfolio of newspaper business who have recently had specific and measurable online goals added to their plans. In order for managers to effectively manage this training or transition they need to understand the interactive ad sales environment.

Who is presenting: Mel Taylor, president of Mel Taylor Media; a Philadelphia based consultancy specializing in online revenue strategy & sales training for local media.
Mel’s background includes sales management & web training for companies such as Tribune Newspapers, Philly.com, Fox TV, Clear Channel Radio, and Calkins Media. Mr. Taylor’s blog can be found at www.MelTaylorMedia.com


Agenda:

· 10-11:30 a.m. Session 1: Interactive Sales Boot camp with Mel Taylor

· The Basics

· Overcoming common objections

· Selling best practices

· Avoid these selling mistakes

· Hottest selling online campaigns


· 11:30 a.m. -1 p.m. Session 2: Boot Camp with Mel Taylor - The Sales Call and Follow-Up

· Consultative selling

· Crafting the online campaign

· Client retention strategy

· How to sell against Google, Broadcast, & online-only sites.