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September 13, 2019
9:00AM-1:00PM

The ‘Unique Selling Proposition’ Approach: Change the Culture and Increase Revenue”

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What: All newspaper sales reps attempt to sell advertising space to business owners, regardless of if it’s print, digital, or a combination of both. However, what percentage of the time does that result in helping the business owner tell their best story? 

Mark Cullen, director of sales training for global consulting group SalesTransformationNow (STN), will teach techniques on helping small and medium-sized business owners better tell their story, while also helping sales reps make more sales in the process. Mark’s approach is to stop approaching customers from the newspaper’s perspective of what it needs to fill. Instead, sales reps should help every business discover specific reasons why potential customers or clients should choose their business over their competitors.

This session will provide sales reps with real-world tips and ideas on how to think about business from “their customer’s perspective” and how to focus on the potential buying factors that makes people choose one specific business over another. Then, sales reps will learn how to propose an advertising campaign that helps their customer tell that story.

Mark has 25 years of traditional media experience and 11 years of digital and search engine marketing expertise. STN was chosen by Google to offer sales training to many of their partners. He has consulted for 11 media companies in seven countries.

When: Friday, Sept. 13, 9 a.m. to 1 p.m. Morning refreshments and working lunch included.

Where: Dispatch Media Group Conference Center, Columbus

Cost: $75 for one person from the market, bring a buddy from your market and pay only $135 for both.

This is a great opportunity for a half-day sales retreat for the manager and reps and we will give you an incentive to do just that. Bring the team (three or more from same market) - $60 each person.

Workshop cost includes a one hour conference call follow-up session two weeks later to get and give feedback on how the new approach is working for you. Details for the follow-up call will be given the day of the workshop.

Register here>>

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2019-09-13 09:00:00 2019-09-13 13:00:00 America/Detroit The ‘Unique Selling Proposition’ Approach: Change the Culture and Increase Revenue” Register here>> What: All newspaper sales reps attempt to sell advertising space to business owners, regardless of if it’s print, digital, or a combination of both. However, what percentage of the time does that result in helping the business owner tell their best story?  Mark Cullen, director of sales training for global consulting group SalesTransformationNow (STN), will teach techniques on helping small and medium-sized business owners better tell their story, while also helping sales reps make more sales in the process. Mark’s approach is to stop approaching customers from the newspaper’s perspective of what it needs to fill. Instead, sales reps should help every business discover specific reasons why potential customers or clients should choose their business over their competitors. This session will provide sales reps with real-world tips and ideas on how to think about business from “their customer’s perspective” and how to focus on the potential buying factors that makes people choose one specific business over another. Then, sales reps will learn how to propose an advertising campaign that helps their customer tell that story. Mark has 25 years of traditional media experience and 11 years of digital and search engine marketing expertise. STN was chosen by Google to offer sales training to many of their partners. He has consulted for 11 media companies in seven countries. When: Friday, Sept. 13, 9 a.m. to 1 p.m. Morning refreshments and working lunch included. Where: Dispatch Media Group Conference Center, Columbus Cost: $75 for one person from the market, bring a buddy from your market and pay only $135 for both. This is a great opportunity for a half-day sales retreat for the manager and reps and we will give you an incentive to do just that. Bring the team (three or more from same market) - $60 each person. Workshop cost includes a one hour conference call follow-up session two weeks later to get and give feedback on how the new approach is working for you. Details for the follow-up call will be given the day of the workshop. Register here>> ----