2016 Virtual Ad Conference Archives

July 26, 2016 – July 28, 2016

July 26 – Innovation


Media Execs Share Their Top 3 Priorities

Description
“Put your head down and pick a direction” – these were the words of wisdom from Calkins Media CEO Mark Contreras during last month’s Innovation Mission. This really resonated with IM participants as did the poster at Facebook that read ‘Ruthless Prioritization’. In this one hour webinar, four media executives representing a diverse mix of companies, will share their top three priorities for the next 12-18 months. They will go into detail on how and why they made these decisions and what they expect the results to be. Don’t miss this fascinating and insightful presentation.
Moderator: Nancy Lane, President, Local Media Association Panelists: Bob Brown, President, Swift Communications; Chris Weatherly, Director of Digital Sales and Products, WRAL; Mark Poss, CEO, Big Fish Works; Eric Johnston, Chief Operating Officer, Pioneer News Group Invited: Top execs from McClatchy, E. W. Scripps

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Virtual Reality: Opportunities for Local Media

Description
Virtual reality (VR) and 360 will be here before you know it and there are real opportunities for local media companies to get into the action. Justin Hendrix of the NYC Media Lab will present the possibilities of VR for local media. The NYC Media Lab is a collaborative effort between universities, media companies and technology companies. Hendrix will make the case for why local media companies should be investing in VR now and he’ll also share some media case studies.
Presenter: Justin Hendrix, Executive Director, NYC Media Lab

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Facebook Advertising for SMBs: Do You Have a Plan?

Description
Propel Marketing was selling $0 in Facebook advertising just a year ago. Today this represents $7.5 million or 15% of their total business and it is growing quickly. Dream Local Digital has also seen huge increases and is developing a comprehensive plan to sell more at scale. In this session executives from both companies will talk about the opportunity, how to get started and lessons learned in the early days.
Presenter: Shannon Kinney, Founder & Client Success Officer, Dream Local Digital & Candice Antosca, Director of Product Management, Social Media at Propel Marketing

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July 27 – Sales Managers


How to Find and Keep the Best Sales Reps

Description
Tune in to hear insider tips on where to find your next Superstar Seller and learn how to build and maintain a strong talent bank so you are never left short-handed again. During this session, you’ll hear expert advice on how to think beyond your candidate’s resume to truly understand their potential for performance and you will learn the specific behaviors that are scientifically proven to lead to B2B sales success. You will also find out the secrets to finding the right “fit” during your selection process.
Presenter: Matt Sunshine, Managing Partner, The Center for Sales Strategy and LeadG2

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Leading Your Team with the Right Sales System and Prospecting Strategies

Description
To be successful in sales, your team must have an effective system for prospecting and tracking sales activity. The Prospect Management System is a visual tool coupled with a set of selling behaviors designed to drive results. Sales forecasts become more accurate, sales meeting more productive, and sellers more accountable for results. In this session, you’ll learn how the system reveals key selling ratios that are critical to understanding the level of activity your sellers need to reach their sales goals.
Presenter: Steve Bookbinder, CEO and Lead Trainer at DM Training

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July 28 – Sales Reps


Overcoming Digital Objections

Description
Do your prospects and clients tell you they don’t want to buy digital advertising from you because they said it “doesn’t work”, “isn’t necessary” or they don’t understand “how to track its effectiveness?” The art of sales is inherently associated with objections, but most can be overcome by building a sense of credibility, trust, and re-framing the way your buyer sees what you’re selling. In this session, you’ll learn to lead the sales conversation with questions and how to effectively turn around the most common digital objections.
Presenter: Steve Bookbinder, CEO and Lead Trainer at DM Training

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ROI & Retention Strategies

Description
Join this session to learn how to establish, manage and track realistic expectations, as well as techniques to implement powerful retention strategies. These methods will ensure enthusiastic, long-term clients that will rave about your expertise and provide you referrals to help you increase your customer base and commissions.
Presenter: Kelly Wirges, President/CEO, ProMax Training & Consulting, Inc.

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Making Effective Presentations

Description
During this session, you will see real world examples and explanations of how to develop an effective proposal for a specific business based on the information uncovered during the Needs Analysis phase of the sales call process. You will also learn how to properly gain agreement in principle before attempting to gain agreement in price.
Presenter: Mike Centorani, Co-Founder, Sales Transformation Now

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