Intelligent Media/Sales Communication and Presentation
Advanced Coaching for Media Professionals

This course will give you an edge against your competitors and better relationships with your prospects and customers. Co-taught by 4-Time EMMY Award winning news and TV host Bill Boggs, and Laredo Group CEO Jeff Leibowitz, each with over 30 years of professional communications experience, you’ll learn to optimize your written, telephone, electronic and in-person communications skills and techniques to get faster and better sales and customer retention results.

   Who Should Attend, Agenda and Course Outline
Who Should Attend

Publisher/Sales Organizations

  • VP of Sales
  • Sales Managers
  • Sales Reps
  • Business Development Staff

Agencies
  • Account Managers
  • Account Executives

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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
   
Attendees who take this course will learn: Course Outline
  • Proven paths to success from Bill Boggs’ recently published book “Got What It Takes?”
  • How to write more powerful and effective emails
  • How to create effective and concise PowerPoint and other in-person presentations
  • How to “interview” your prospects and customers so that they tell you how to best sell and close them
  • How to be as good a speaker and presenter as top TV anchors and commentators…improving your image and communications skills
  • How to improve how you look to others during sales or negotiation meetings…using audio/video recording, playback and analysis
  • How to close more and better business deals!

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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Introduction
  • The media sales rules are changing
  • A new era of advertising
  • Our changing media world
  • The role of technology
  • Ad sales reality check
  • Demands and pressures on media sellers
  • The solution
  • What you can expect

Got What It Takes?
  • Common themes
  • Learning from powerful people
  • Hard work
  • Taking risks
  • Learning from mistakes and failures
  • Setting goals
  • Dealing with fear and insecurity
  • Developing self confidence

Business Communications
  • Forms of communication
  • Mastering the 4Cs
  • Presentation do’s and don’ts

Consultative and Strategic Selling
  • Process overview
  • Using a SWOT analysis
  • Consultative selling defined
  • Defining roles
  • Risks and benefits
  • Why sell?
  • Why customers buy
  • Strategic analysis
  • Exchanges of value
  • Identifying synergies
  • Facts and danger signs
  • The prospect scorecard
  • Defining the problem
  • Asking persuasive questions
  • Defining the impact
  • Developing alliances
  • Playing the strategist
  • Evaluating the fit
  • Crafting the solution
  • The customer action path
  • Preparing the presentation

Command Presentation Skills

  • Introduction
  • You ARE the expert
  • Relaxing and having fun
  • The Zappa Principle
  • Increasing your energy
  • It’s not a play
  • Answering tough questions and objections
  • Asking revealing questions
  • Lights, camera, action and analysis
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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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