Intelligent Selling of Interactive Advertising — Level III
Advanced Digital Sales Strategies and Techniques

Laredo Group Course Completion Certificate Selling Level IIIDesigned for publishers, VP Sales, national account directors, senior sales reps, e-business managers and directors, marketing managers and directors, business development managers and directors, print and broadcast sellers who are transitioning to digital sales, those in digital media who want to accelerate their media revenues.

This course builds on the Level I and II courses, adding the next layer of insights and perspectives for working with different agency and client types. Advanced digital selling means learning how media decisions are made, how agencies value site capabilities and audience factors. We cover media dynamics which expands on the selling of site value propositions and opportunities for brands to connect with your audiences. Those selling integrated and sponsorship program will learn how highly developed and comprehensive concepts work for selling in and expanding sales opportunities.


                                                   Click Here to Register
Interested in taking this course Right Now…On-Demand…Online…Worldwide?
Click Here for information on our Online Training Course: “Advanced Digital Advertising Sales”.
   Who Should Attend, Agenda and Course Outline

Who Should Attend

In-House Sales Team
  • VP of Sales
  • Publishers
  • Managing Directors
  • Sales Directors and Managers
  • Sales Reps
  • National Account Directors and Managers
  • Account Directors and Managers
  • Account Executives
  • Account and Sales Planners
  • Ad and Revenue Operations
  • Sales Operations
  • Sales Assistants
  • Business Development
  • Marketing Directors and Managers
  • Interactive Marketing Directors and Managers
  • E-Marketing and E-Business Directors and Managers

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Agenda for All Courses (details subject to change)


8:30 - 9:00AM Sign-In/Continental Breakfast
9:00 - 9:15AM Welcome and Opening Remarks
9:15 - 10:15AM Morning Session
10:15 - 10:30AM Morning Break/Refreshments
10:30 - 12:00PM Morning Session Continued
12:00 - 12:45PM Luncheon Served
12:45 - 2:00PM Afternoon Session
2:00 - 2:15PM Early Afternoon Break/Refreshments
2:15 - 3:15PM Afternoon Session Continued
3:15 - 3:30PM Afternoon Break/Refreshments
3:30 - 4:20PM Afternoon Session Continued
4:20 - 4:30PM Wrap-Up/Q&A
   
Course Outline  
Introduction
  • Looking ahead – drivers for digital marketing and media spend
    • Ecommerce
    • Search
    • Social media
    • Mobile marketing
    • Video

Working with Agencies Versus Marketers
  • The agency response to the digital media imperatives
  • Marketers’ versus agency focus
  • Media companies’ relevance and value to advertisers
  • What clients expect
  • The agency landscape
  • Ad agency challenges
    • Impact on planning

The Digital Agency
  • Digital agency org chart
    • The media organization
    • The digital brief
    • The planning process
    • Negotiating the buy
  • The digital media planner challenges
  • Questions to ask
  • Managing the relationship
    • The first 30 days
    • Long term expectations
    • Getting and staying on the plan
    • Tactical issues

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Walking in the Buyer’s Shoes
  • Understanding the campaign planning and buying process
    • Strategy development
    • Channel planning
    • Media research
    • Media buying
      • Site selection
    • Trafficking and measurement
    • Analytics and optimization
    • Buyers’ pet peeves

Reviewing the RFP Process
  • Why and how RFPs are written
  • Buyers’ expectations
  • Responding to the RFP
  • Getting in front of the RFP

Selling Your Audience
  • Understanding the digital consumer
  • What site traffic says about your audience dynamics
  • Defining usage and behavior across site categories
  • Defining your audience beyond demographics
  • How to use your metrics to differentiate your site

Integrated Media
  • Advertising attributes
  • Comparing online to print and broadcast
  • How to create cross platform programs
  • Synergies between online and offline media
  • Positioning cross platform components
  • Best practices for facilitation and implementation
  • Avoiding pitfalls
  • Buyer’s perspectives

Wrap-up and Discussion
  • Organizing for a challenging sales environment
  • Review Laredo Group resources

Register Now
Interested in taking this course Right Now…On-Demand…Online…Worldwide?
Click Here for information on our Online Training Course: “Advanced Digital Advertising Sales”.

All Laredo Group Courses are designed to enable students to immediately understand and engage in interactive digital media and marketing in its many forms. They are for all who need an understanding of Internet advertising best practices, ad programs, vocabulary, how ads are delivered and measured, how to differentiate and use branding versus direct response ads, and to understand the opportunities and limitations of what can be accomplished with online advertising and how this benefits advertisers. A limited number of students is allowed in each course, so each student can be assured of maximum interaction and learning and robust program presentation and curriculum, comprehensive manual and experienced instructors...in a setting that allows for greater interaction between instructors and students, providing more immediately relevant dialogue and information for each individual student.

Note: All Laredo Group courses are updated and modified frequently to reflect the rapidly evolving and changing online advertising and media industry. All course outlines are therefore subject to change without notice.

 
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