FALL 2024 TRAINING IS FINISHED! Join us for in-person media sales training next April 23-25 in Las Vegas at the Niche Media Conference. Link in menu above.
Join your fellow media sales pros for the most complete and engaging ad sales training program available. Ramp up for Q4 sales and get new sales hires trained!
- 8 hours of LIVE training via Zoom over 2 days
- Separate B2B and Consumer training
- Proven ideas you can use right away
- All training is recorded for you to replay
- A copy of all training materials will be shared
- Taught by current multi-million dollar media seller, Ryan Dohrn
THE AD SALES TRAINING AGENDA:
All times are EST.
Day #1:
1pm – 2:30pm – GET MORE MEETINGS NOW! RESEARCH LIKE A PRO! How well do you research your prospects before you call them to set a meeting? Veteran ad sales coach Ryan Dohrn will show you five amazing tools to prove you are relevant to your client’s exact needs. Get their attention! Get more meetings in the next 2 weeks with Ryan’s proven tools. From using LinkedIn better to finding anyone’s email online to using online research to prove the value you bring to their company. This is a must-attend workshop for any sales rep at any level of the media sales game.
15 min break
2:45pm – 4pm – SELLING VALUE WHEN PRICE IS THE ADVERTISERS’ ONLY FOCUS. When price becomes the deciding factor on a sales call, we have messed up. In this class, Ryan will help define your differentiating factors and show you how to shift the conversation from price to benefit. Value is what the advertiser will get, and the price is what they will pay. Ryan also explains why selling everything on your media buffet is a bad idea. His approach to selling media like a fine dining experience has helped many reps go from good to great!
15 min break
4:15pm – 5pm – FLIPPING OBJECTIONS ON THE SPOT! Objection handling is a skill that all salespeople need to master. Ryan will highlight the ten most common objections media salespeople face on a daily basis and show you how to flip those objections. Ryan will dig deep into objections like, “I’m moving all my advertising to social media.” And, “I am not seeing ROI from print.” And, “Print is dead.” This workshop is designed to give sales reps at all levels the skills they need to walk into any conversation with an advertiser with confidence.
Day #2:
1pm – 2:30pm – TIME MANAGEMENT SECRETS TO GET MORE DONE IN LESS TIME. This is one of Ryan’s most popular workshops! From creating call zones to time-saving email templates to making better use of your CRM tools – learn expert and well-tested tips to reclaim eight hours every week and win more business faster. Ryan will share his top 10 time management tools that will help you boost your personal productivity by 35% in just one week!!
15 min break
2:45pm – 4pm – 10 STEPS TO HOSTING SUPER SHORT AND SUPER SUCCESSFUL MEETINGS WITH ADVERTISERS. Getting a meeting with an advertiser is hard enough. So, once you book the meeting, how do host an amazing meeting that will engage the advertiser and get them to sign on the spot? Ad sales coach Ryan Dohrn will share his 10-step meeting process that is easy to follow and has proven to result in 40% more closed deals. Learn to be precise, focused, prepared, and polished.
15 min break
4:15pm – 5pm – ASK THE AD SALES COACH: Tackling the biggest challenges you face each day in media sales. How to find and keep your sales mojo after the training. Plus, open forum Q&A.
ABOUT YOUR TRAINER, RYAN DOHRN
Ryan Dohrn is the owner of Niche Media Events and the founder of media sales training firm Brain Swell Media. He has trained over 30,000 ad sales reps in 7 countries. Ryan sells media every day and has been a part of over half a BILLION dollars in media sales. He is a graduate of the Cornell Executive Leadership Program and his 30-year media sales and marketing career includes leadership roles at Disney/ABC TV, Morris Publishing, PennWell Publishing, and The NY Times Company. He is an Emmy Award winner, multiple business book author and has been featured in USA Today and on Forbes.com. Ryan currently works monthly with over 50 media companies and their related sales and management teams.
