Date: August 8, 2021
Time: 1:00 pm - 1:45 pm ET
Format: Live Training Webinar (see the instructor + their materials)
Training Fee: $185 (includes 10 individual logins)Register for This Live Training Webinar >
Your ability to sell through larger advertising programs is directly impacted by your understanding of what the senior decision-maker really needs – not just what you’re being told by the junior gatekeeper. Albeit unintentionally, clients and agencies are setting up media sales teams to fail. Senior decision-makers are so slammed they end up delegating far too many briefings down to their lower-level managers who lack the same strategic sophistication. As a result, there’s a disconnect between the brief and what it will really take to get the business.
You know this. You deal with it, every day.
There are a set of principles and a framework that can be applied to better diagnose the request, revealing the truth. There are ways to ask smarter questions that uncover what it will really take to get the business – and even increase the spend. Step-by-step, within this 45 minute live training webinar, you’ll learn how to:
- Understand who the real decision-makers are for the assignment
- Uncover the real objectives
- Begin moving around the junior influencer to the more senior decision-maker
- Begin getting more access and building a rapport with the senior decision-maker
- Get the inside intel on what it will take to convert the sale
- Learn what it will take to increase the size of the buy
The sooner you gather this critical intel, your ability to convert a larger buy will increase dramatically.
Who Should Attend
This session will be effective for media sellers, sales directors, sales enablement/support, and learning development.
Live Training Webinar Instructor
Media Sales Strategy Director, Mirren