The Association of Magazine Media

Ad Sales Training from the Inside

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Event Information
October 25, 2016
MPA Offices
757 3rd Ave
New York, NY 10017

How to Close More Business in
Today’s Competitive Environment

Join a 3-hour workshop with George Janson. With more than 20 years on the buy-side of the print media business -- on brands such as Bayer, Chanel, Sears, Sony, Macy’s, Kraft and more -- Janson is now sharing his insider knowledge and expertise with magazine media sales professionals. 

 

  George Janson
President and Founder, Honest Insights

George Janson is known as a dynamic influencer, thought leader and true original. He has coached and mentored many of today’s leaders in the marketing, media and entertainment industries. In addition, he has helped his clients achieve unparalleled success by building powerful partnerships across the media landscape. He is a sought-after speaker and has been at the forefront of the rapidly changing business climate that has roiled industries, leading to new ways of work.

To learn more about Janson, click here. 

Who Attends
Anyone involved in selling media advertising, including marketers who create sales decks and proposals. Titles include: Sales Representative, Account Representative, Sales Manager, Marketing Coordinator, Marketing Manager and more. 

Agenda
8:30 am - 9:00 am: Continental Breakfast
9:00 am- 12:15 pm: Workshops


Workshops include: 

HOW TO GET MORE MEETINGS AND MAKE THEM MORE PRODUCTIVE
A frequent complaint from sellers is that they can’t get sales meetings anymore.  The reality is that many buyers were able to get meetings with me and my team. Learn how to get more sales meetings and how to tailor your approach accordingly.  Sellers will also learn how to make those meetings more memorable and productive by:  1) asking questions that get them the most meaningful answers and stop buyers in their tracks 2) crafting a story to include the rationale that buyers use for the title recommendations they make to clients (e.g. composition, coverage, CPM, vitality, etc.) – essentially making the client's story, the seller's story.

CRAFTING RFPs THAT WON’T RIP
Most sellers/marketers have a love/hate relationship with RFPs.  On the one hand, sellers need RFPs to bid on potential business.  On the other hand, the process can be extremely frustrating as sellers are often unaware of what buyers are looking for. The reality is that buyers often decide in a manner of minutes whether an RFP will live or die. 

Learn the “inside” tips for what lands RFPs in the magazine “graveyard” and include a step-by-step guide to make your RFPs stand out and get noticed.  Finally, Janson will share proven win-win negotiating strategies that help seal the deal.