Effectively leverage sales models that range from small groups of individual contributors to large organizations with complex layers of staff, alliances, partnerships and ad networks.
- Strategic Selling to Clients and Agencies
- Targeting and Prospecting
- Building Account Relationships
- Customer Service – Understanding How Easy it Is for Your Customer to Buy Elsewhere
- Key Account Planning
- Selling an Extra Page or Today’s Web Inventory
- Nationwide Presentations
- Rollouts and NDA Meetings with Top-Tier Clients
- Business Development
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- Sales Promotions
- Packaging and Selling Special Sites, Special Sections, Special Editions
- Integrated Sales Proposals that Clients Can and Will Buy
- Building an Editorial Calendar that Sells
- Sales Management: Small Groups to Large, Complex Organizations
- Sales Metrics
- Success-Based Motivational Compensation Plans that Keep Costs Variable
- Ad Ops: Opportunity as Much as Operations
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