MEDIA SALES SOLUTION SELLING:
THE MARKETING CONSULTANT METHOD
In this highly competitive business world, your clients must be strategic and aggressive to get and retain buyers. And, in our relentless media world, you must fight for their marketing dollars. To consistently drive revenue, you must invest in sales talent development, and that means on-gong sales training and coaching.
We’ll teach your salespeople to master the entire media sales process which they will immediately apply and continue to perfect their craft. We will show them how to sell value over price and take your client on the road to clarity—and profits.
Your team will learn to dig deep and achieve solid agreement on client needs, and then match those needs to your media deliverables. They’ll also learn to identify, reach, build trust and form lasting relationships with the decision-making team. As your media company subject experts and sales ambassadors, they will keep clients coming back time and again.
Each of our media sales programs are customized, use myriad teaching methods, create immediate and long-lasting results. We work closely with your management team to address your opportunities and challenges, and translate them into actionable sales behaviors.
Your media salespeople will learn to
• Become marketing partners and solution providers
• Understand client media marketing landscape
• Use social media to reach, follow and influence clients
• Employ account-based and target market selling
• Match integrated and cross-platform offers to client needs
• Blend storytelling, analogies and data to engage buyers
• Demonstrate how each deliverable brings them their buyers
• Up-sell and cross-sell marketing opportunities
• Sell value and ROI, not just product
• Get buy in and close more and bigger sales
• Show how your media dominates your marketing niche
• Position your company as a one-stop market provider
• Help clients protect and extend their brands through your media
• Sell digital, content marketing, sponsorships, events and more
• Create streamlined and synergistic media packages