Sales Services

Nationally and internationally recognized consultants and speakers address Sales personnel at our Winter Convention each year. Top-flight, full-day sales training is offered each year at our Fall Sales Seminar at No Charge to members.

Chris Alford from Chris Alford Concepts and Dave Shapiro from Rocket Fuel, Inc. (representing Noll & Associates) presented these sales sessions at the 2009 Winter Convention. 

Value-Based Selling

In sales, people don't buy what it is, they buy what it does!  Avoid meaningless and boring data by building sales with an interesting angle.  In this session, Chris Alford will help you pinpoint exactly what your customers want and make them say, "That's what I want!" You'll learn to. . .

• Build value in yourself to gain your customers' trust
  
• Build value in your company and establish a "safe island" for your customers
• Build value in what you sell for maximum profit

Chris Alford Session

Value Based Selling Part 1

Value Based Selling Part 2

For a better viewing experience, it is strongly recommended that you save the videos to your computer.  Right click on each link and select "save target as" or "save link as" and then click "save."

Convergent Media Sales

With 14 years of experience in radio sales/management and 10 years in the online world, Dave brings a "hands on" and active view of convergent media sales.  Sharing his recent experience and observations of how "traditional" media sellers have introduced this new channel into their mix, he'll get quite specific in addressing those nuances that make the Internet such a dynamic opportunity for advertisers.  You can also expect helpful information on these particular concepts:

• The online buyer perspective:  What your clients expect you to know about the Internet
• Establishing and selling value:  What distinguishes the Internet from broadcast and why!
• Pricing:  How do you justify maximum rates for your inventory
• Do's and don'ts of package selling compiled from numerous interviews and feedback from advertisers.

Dave Shapiro Session

Convergent Media Sales Part 1

Convergent Media Sales Part 2

Convergent Media PowerPoint Presentation

For a better viewing experience, it is strongly recommended that you save the videos and PowerPoint presentation to your computer.  Right click on each link and select "save target as" or "save link as" and then click "save."