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Media Sales Training
Take your team from a group of product pushers to fully-engaged consultants focused on growing theirs & their client’s business.
Module 1: Local Audience Marketing
When crafting a marketing campaign for your clients, you must first understand the audiences they are trying to reach. This training module is highly customized to you and your radio station or publication, exploring your place in the local marketing ecosystem and how you play with others.
Learning Objectives
By the end of this module, you and your team will have a better understanding regarding:
The demographic of your region The audiences you service with your broadcast, publication and website Local media and your competitive advantage Local digital usage and platforms Reach, Frequency, and understanding results Audience Segments First Party Data Audiences Introduction to the Customer Journey
Module 2: The Customer Journey
Purchase decisions (especially the larger ones) take time and plenty of research. How do you decide which company gets your money? The Customer Journey is a way for marketing professionals to understand this decision making process, and how to best influence it in their favour!
Learning Objectives
By the end of this module, you and your team will have a better understanding regarding: How people (generally) make purchase decisions Building a brand with awareness marketing The different factors people consider when making a purchase Tracking success Cost per sale, Cost per lead, Cost per action Applying to your own sales nurturing
Module 3: Conducting a Marketing Needs Assessment
Whether it’s a new client or someone you’ve worked with for years, asking the right questions can uncover new needs and new budgets. A properly planned meeting provides value to your client, and makes it easy for them to say yes.
Learning Objectives
By the end of this module, you and your team will have a better understanding regarding: SPIN – The 4 types of questions we ask Questions to avoid Implied needs versus explicit needs Communication styles and personality
Module 4: Creating Accountable Marketing Strategies and Optimizing Results
Once you get a better understanding of your client’s needs, how do you come up with the right marketing strategy that sells itself? And how do you pivot if the results are less than ideal?
Learning Objectives
By the end of this module, you and your team will have a better understanding regarding: Setting campaign goals Understanding key performance indicators What does good look like? Website analytics Pixels and Tag Manager
Module 5: Improving Your Sales Game
We spend so much time trying to help our client’s with their business that we often neglect our own. In this module, sales teams will learn how to improve at their own craft and build their revenue.
Learning Objectives
By the end of this module, you and your team will have a better understanding regarding: Understanding your pipeline Tools to help to prospect new business Lead nurturing Social selling Creative and Specs Handling objections Selling during economic uncertainty
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