WHY WHO HOW WHAT

Who Needs This Program?

You are new to adtech sales or just need a tune up to hit your revenue goals, faster
You want to be more confident and capable at your job, which leads to greater job satisfaction, motivation, and retention
You need tools to perfect the art of navigating inside a digital advertising agency/Holding companies
You want to communicate better with your clients and management
You want to be a thought leader and a top sales leader
You want to work smarter not harder, and want to learn how to close business faster
You want to secure strong long-term customer relationships and loyalty
Training and mentorship will help you win the race
If any or all of these apply to you today, you need this program

90% of meetings are virtual; the “Virtual Office” environment is here to stay
Being virtual kills teamwork and camaraderie, essential for success
“Pitching” is learned virtually and needs to be more authentic
Attention is down, videos are off, and engagement is extremely low; Making a long lasting impression almost impossible
Learning how to make a real connection with potential clients is a must
Sales are decreasing in a slow market and an uncertain future
Edging out the competition is the only way to win
Being memorable and knowledgeable is key to success
Training and mentorship help get you there faster and smarter, keeping you ahead of your competition, first mover advantage.

A full day program from 10 AM to 4 PM
A fully interactive, immersive group setting
Problem-solving sessions with real-life results
Role playing in small groups with a sense of empowerment and confidence after completion

Acquire basic sales tools that begin with research and knowledge.
Focus on perfecting presentation and communication skills.
Research, research, research.
Determine realistic revenue goals for your territory.
- Manage expectations with your direct report
- Create a three pronged approach sales strategy to get you to goal
- Understand your potential clients before you begin any outreach
Learn how to lean on your team, create trust within the group.
Work towards on company goal.
And more

Create accountability
- Begin with a team building exercise
- Tactical all hands on deck review of outstanding RFP’s/SOW’s
- Round robin updates and solutions to close
Review sales to date, tactics to close, what’s going on in the market
Brainstorm on how to close deals as a team.
- Reach out to contacts via other reps (account splits).
- Competition facts and updates , “Who’s spending and where”.
- Insights from reps on what it will take to close.
- And more

Understanding the company’s opportunity and sales pitch-make it your own.
Competition: who and why are you better.
Sales pitch training: virtual (90% of meetings) and in-person.
Reach outs
- Know your market: who’s spending, how much, and where.
- Understanding resources like GMass, Winmo, Hubspot.
Email follow-ups and set meetings with goals.
Closing skills and tools.
- Close a slightly larger deal (5%).
- Ask questions to assess the opportunity.
- And more

Understand your audience, become the marketer
Research recent and past marketing efforts on the brand/agency side
Spend: monthly and yearly
- Campaigns-where do they spend and who do they work with
- Success/Failure
- Competition
- And more

Divide and conquer
- Determine the best organizations (4-6) or events to attend, virtual or in-person
  - Create pre-event questions for speakers
  - Know what they are doing and where they are spending
  - Ask the questions by announcing your name and your company.
Execute on the plan: Attend, Participate, and Educate