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.
Main Workshop: Feb 25th (8:30am – 5pm) & Feb 26th (8:30am – 12:30pm)
Sell more to brand advertisers. Learn how to get more business directly with clients by adapting to their new needs, particularly for business growth.
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.
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.
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.
More effectively sell your full suite of integrated advertising products – upgrading prospects to larger programs, including your more innovative digital offerings.
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.
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.
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.
Identify the strategies that client, procurement, and agency executives are using against you – and how you can adapt your approach accordingly.
Learn more about the new tech and software tools being used to decrease sales cycles, increase conversation and scale across larger teams.
(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.
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.
Date: February 24 – 25, 2020
Tuesday: 8:30 am – 5:00 pm
Wednesday: 8:30 am – 12:30 pm
“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
This special suite of guides and tools will help you prioritize those prospects that you can most efficiently and quickly convert into the largest possible opportunities.
The Mirren Sales Qualification Kit includes all new and updated for 2020:
These tools can be put to immediate use to begin impacting your sponsorship sales process
We’ll address how to conduct a more thorough analysis of a client’s business and sponsorship needs – ultimately, arming the sales team with a strong base of insight with which to convert more business.
We will review an approach to make it easier to collect the most relevant information faster and more efficiently. We’ll also review Mirren’s Prospect Business Analysis Guide. This provides a framework to help you more quickly understand each prospect’s most important business drivers, sponsorship needs – and how your inventory will impact them.
Ultimately, the goal is to arm you with actionable information – outside the client or agency brief – that will impact your RFP response and your ability to convert more business.
Note: Login information for this online session will be provided the week before the webinar.
This special suite of guides and tools will help you prioritize those prospects that you can most efficiently and quickly convert into the largest possible opportunities.
The Mirren Sales Qualification Kit includes all new and updated for 2020:
These tools can be put to immediate use to begin impacting your sales process
We’ll address how to conduct a more thorough analysis of a client’s business and sponsorship needs – ultimately, arming the sales team with a strong base of insight with which to convert more business.
We will review an approach to make it easier to collect the most relevant information faster and more efficiently. We’ll also review Mirren’s Prospect Business Analysis Guide. This provides a framework to help you more quickly understand each prospect’s most important business drivers, sponsorship needs – and how your inventory will impact them.
Ultimately, the goal is to arm you with actionable information – outside the client or agency brief – that will impact your RFP response and your ability to convert more business.
Note: Login information for this online session will be provided the week before the webinar.
Feb 26, 2pm to 4:45pm
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 sales 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 sponsorship 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 sales program.
Our media agency speakers will be announced on November 26. Past speakers have included Omnicom Media Group, Starcom, GroupM, MediaCom, MindShare, and more.
Entry Pass | Standard Pass | +Bonus Media Agency Workshop |
---|---|---|
$760 Full Fee: $1160
|
$860 Full Fee: $1260
|
+ $260 |
$860 Full Fee: $1260
|
$960 Full Fee: $1360
|
+ $260 |
For more information on the workshop, send us an email or give us a call at: (866) 508-0523