Mirren Sponsorship Sales Training Master Class
FEBRUARY 25-26, 2020 | NEW YORK
Advanced Sponsorship Sales Training
More Systematically Build & Convert Pipelines of Qualified Sponsorship Leads
Apply the New Best Practices of the Highest-Performing Sales Teams, Ultimately Closing More Deals – at Higher Fees
The main workshop will run one and a half days, starting at 8:30am each day.
Then, a special optional workshop follows on the afternoon of day two. Here, several of the country’s top media agency buyers will reveal new insight into “How to Get Me to Buy More of Your Sponsorship.”
This will be a rare opportunity to learn directly from these key executives, with a particular focus on what has most changed over the last year.
Step-by-step, you will begin applying the new best practices that build and convert pipelines of qualified leads – with brand advertisers and agencies. Our goal is to have your sales teams become more strategic, more effective, and more focused on their client’s business.
Our approach is down to a science – strategic and methodical – but often contrarian. If you follow the rules of the client process and never lead, your ability to convert business drops considerably.
Sell More to Agencies. Sell More to Clients.
Main Workshop: Feb 25th (8:30am – 5pm) & Feb 26th (8:30am – 12:30pm)
Over the Couse of 1 1/2 Days, We’ll Cover
Key Sponsorship Sales Methods:
Increase Client Sales
Sell more to brand advertisers. Learn how to get more business directly with clients by adapting to their new needs, particularly for business growth.
Increase Agency Sales
Sell more to agencies. They are influencers. No more. Learn how to persuade them to buy more of your inventory by becoming more desirable for their clients.
Increase Conversion With Pipeline-Based Sales Messaging
Based on each stage of the sponsorship sales pipeline, you will develop custom messaging to better position your inventory against client benefits – ultimately enabling you to sell in more business.
Increase Lead Generation With More Effective Sales Outreach
Create a communications strategy and develop the sales scripts that will effectively reach prospects. Confirm the optimal mix for prospect outreach through phone, email, social and more.
Cross-Sell & Package More Sponsorship Inventory
More effectively sell your full suite of integrated advertising products – upgrading prospects to larger programs, including your more innovative digital offerings.
Get Higher Valuation Through Your Sales Proposals & Presentations
Transform sales materials – by applying a step-by-step approach to crafting proposals that to better focus on how your programs will impact each prospect’s business.
More Quickly Craft Harder-Hitting Sales Materials
Apply a structure that can be used for all presentations and prospectus – to reduce the time spent developing sales materials that consistently convert more business with clients and agencies.
Consistently Overcome Client Objections
Learn how to better read the room to address and pre-empt client objections to ensure your presentation is effectively delivered. Learn how to field tough client questions.
Effective Sales Negotiation Strategies
Identify the strategies that client, procurement, and agency executives are using against you – and how you can adapt your approach accordingly.
The New Sponsorship Sales Tech Stack
Learn more about the new tech and software tools being used to decrease sales cycles, increase conversation and scale across larger teams.
Bonus Workshop With Media Agencies
“How to Get Me to Buy More of Your Sponsorship”
February 26: 2:00pm to 4:45pm
(Immediately Follows Main Workshop)
In this special post-workshop session, you will have the opportunity to learn directly from media agency buyers. We’ll address the key drivers of sponsorship and advertising selection to ensure you stay ahead of – and capitalize on – the coming changes.
Media buying directors will share best practices on what is currently working to get on their radar and in the door. As you know, they are bombarded by ad sales emails, phone calls and more.
However, why is it that some break through, while others don’t? What is it that some do differently that ultimately gets them face-to-face with these key decision-makers? Expect new insight to immediately improve your entire sponsorship sales program.
Our guest speakers include senior executives from media agencies that include MediaCom, Havas Media, R&R Partners Media, Starcom, with more announced on December 9.
Master Class Instructors
Your Entire Team Brings Senior Sales, Ad Agency Buying and Client-Side Advertiser Experience
Mirren Sponsorship Sales Strategy Team
Mirren Business Development
Nadine Tull
Mirren Business Development
Laurie Coots
Mirren Business Development
Brent Hodgins
Media Agency Guest Instructors (Special Optional Workshop)
Mediacom Media
Charlie Fiordalis
Havas Media Group
Greg James
Starcom
Bohb Blair
Who Should Attend
Attendees will include senior sponsorship sales management, sponsorship sales teams and supporting services. The speakers and content will focus on those making the sales calls, writing sales presentations, and meeting with prospects. The training will also impact those who manage and support their sponsorship sales teams in operations and enablement.
Workshop Dates & Location
Date: February 24 – 25, 2020
Main Workshop
Tuesday: 8:30 am – 5:00 pm
Wednesday: 8:30 am – 12:30 pm
Bonus Workshop With Media Agencies
“How to Get Me to Buy More of Your Sponsorship”
Wednesday: 2:00 pm – 4:45 pm
Location: Havas Media, 200 Hudson St, 4th Floor, New York
A Few of the Organizations
Who Have Participated in Mirren Training and Workshops
LAST WEEK FOR EARLY RATE – Register by Friday + Save $400
For more information on the workshop, send us an email or give us a call at: (866) 508-0523