Sales Training

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:

Check box The demographic of your region
Check box The audiences you service with your broadcast, publication and website
Check box Local media and your competitive advantage
Check box Local digital usage and platforms
Check box Reach, Frequency, and understanding results
Check box Audience Segments
Check box First Party Data Audiences
Check box Introduction to the Customer Journey

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:

Check box The demographic of your region
Check box The audiences you service with your broadcast, publication and website
Check box Local media and your competitive advantage
Check box Local digital usage and platforms
Check box Reach, Frequency, and understanding results
Check box Audience Segments
Check box First Party Data Audiences
Check box 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:

Check box How people (generally) make purchase decisions
Check box Building a brand with awareness marketing
Check box The different factors people consider when making a purchase
Check box Tracking success
Check box Cost per sale, Cost per lead, Cost per action
Check box 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:

Check box SPIN – The 4 types of questions we ask
Check box Questions to avoid
Check box Implied needs versus explicit needs
Check box 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:

Check box Setting campaign goals
Check box Understanding key performance indicators
Check box What does good look like?
Check box Website analytics
Check box 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:

Check box Understanding your pipeline
Check box Tools to help to prospect new business
Check box Lead nurturing
Check box Social selling
Check box Creative and Specs
Check box Handling objections
Check box Selling during economic uncertainty

Get In Touch!

Reach out for a free, no obligation consultation and let’s work together on improving your sales and marketing!

Copyright © 2023 Calumet Media & Consulting