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Integrated Media Sales

Integrated Media Sales

Creative Marketing Partnerships

Module / Week One
The Changing World of Media
Finding Solutions for 10 Key Accounts
Key Characteristics of Growth Accounts
Trends in Publishing Today
Ever Changing Marketing Packages
Module / Week Two
E-Media Options
E-newsletters, E-zines
Webcasts, Webinars, Podcasts
Vertical Search, Keyword Search
Social Networking, Blogs
Internet Page and Section Sponsorships
Module / Week Three
Print/Internet/Event Combos
Creative Print Buys
In-Person Events, Awards, Seminars, Conferences, Networking
Print/Events/Electronic Packages
Module / Week Four
Best Practices in Media Today
Success Examples of Media Packages
Skills that Make it Work
Successful Models
Module / Week Five
New World Skills
Attributes of Marketing Partners
Inside the Customer’s Head
Higher up the Food Chain
Research, Research, Research
Module / Week Six
Today’s Customer
ROI Marketing Pressures
The New Principles of Marketing
Reactions of Different Marketing Styles
Module / Week Seven
Negotiations / Think Different
Brainstorming Creative Solutions
EIP Bundling Techniques
Bundles Take Pressure Off Rates
Understanding Negotiation Tactics
Module / Week Eight
Earning the Right to Be Heard
Questions that Penetrate the Depths
Earning Trusted Confidant Status
Innovative Design
The NFRB Progression
Module / Week Nine
The Write Message
Developing an Influencial Proposal
Matching Their Dreams to Your Reality
Creating Structure for Templates
Seven Deadly Sins
Module / Week Ten
Presentations That Sell
Gathering Pieces of the Media Puzzle
Addressing Needs, In-Depth
Get their Attention: Print/Internet/Event
Module / Week Eleven
Time Challenges
Balancing Rapidly Changing Media
Starting with the End in Sight
Planning, Prioritizing and Controlling
Time Crunch: Many Products at Once
Module / Week Twelve
Pulling It All Together
Closing Large Packages
Growing Existing Customers
Overcoming Obstacles
From Good to Great