Nancy O’Brien

Nancy O’Brien

Nancy O’Brien 

BIO:  Nancy O’Brien is a 35+-year veteran of advertising sales, starting with B2B publications in oil and gas as well as aerospace. Her career has included both consumer and B2B, currently serving as Associate Publisher of Aviation International News and Partner of a consumer regional media company, Active NorCal.  She has been teaching sales training and publisher courses worldwide since 2005 and helped launch the first Niche Conference with Carl Landau.


Sept 14, 1-4pm:  Masterclass #3:  B2B Publishers Open Forum Revenue Strategy Roundtable:   Moderated/hosted by Nancy O’Brien, Assoc Publisher, Aviation International News.  This will be a highly interactive discussion about the issues facing B2B publishers.  From circulation to compensation to digital to events.  Bring all your issues and put them on the board for discussion.  Also, in this session three unique vendors will present ideas and products to help you grow your business!


Sept 15, 1:30pm-2:30pm – Sales Training Track: What Do You Do When the Customer Says No?  A Workshop on Overcoming Objections.:  Objection handling is a skill that all salespeople need to master. In this workshop, Nancy will highlight the six most common objections media salespeople face daily, and show you how to flip those objections into solution-building conversations. In her decades of selling media, Nancy had heard them all. In this workshop, we’ll talk about handling tough ones like proving ROI and competing against low-cost programmatic. Bring your toughest objections with you and we’ll work together to give you tools to overcome them.


Sept 16:  11:30-12:30pm:  Sales Training Track: Time Management For Sales Success with Nancy O’Brien.  Do you ever ask yourself, “where has the day gone?” Time management is all about planning and discipline.  From creating time saving email templates, to identifying time drains in your day, 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. Nancy will share her top 10 time management tactics that will help you boost your personal productivity by 35% in just one week!!