Mirren Sponsorship Sales Training Master Class
FEBRUARY 25, 2020 | NEW YORK
Advanced Sponsorship Sales Training
More Systematically Build & Convert Pipelines of Qualified Sponsorship Leads
LAST WEEK TO SAVE
Apply the New Best Practices of the Highest-Performing Sales Teams, Ultimately Closing More Deals – at Higher Fees
The first portion of the day will focus on how to more quickly deconstruct and address each client’s business model and growth goals. With this in place, you’ll then move through several principles that outline how to more effectively correlate all your sales messaging and proposals to client business impact. The most important shift you’ll begin making is from selling “audience access” to “client impact” – ultimately selling benefit.
Later in the afternoon, a panel of guest speakers will join the session. Here, several of the country’s top media agency buyers will reveal new insight into “How to Get Me to By 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.
Tuesday, February 25th (8:30am – 5:30pm)
Over the Course of One Day, We’ll Cover
Key Sponsorship Sales Methods:
Media Buyer Insight
Based on our ongoing research with brand and agency buyers, we reveal the new trends defining how they now plan to make their buys in the year ahead.
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.
Identify & Address Client Business Growth Measures
Learn several methods with which to make this transformational shift. Here, you’ll learn how to quickly understand each client’s business model to then better adapt all of your sales messaging and proposals.
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.
Higher-Impact Sales Messaging: Adapt to Your Pipeline Stages
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.
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.
Close More Buys at Higher Rates: Principles to Improve Your Sales Proposals & Presentations
In this portion of the workshop, you’ll apply several methods with which to better package and position the content in your sales proposals and presentations. Ultimately, the goal is to better correlate everything to client business impact.
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.
Special Session With Media Agencies:
“How to Get Me to Buy More of Your Sponsorship”
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.
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.
Master Class Instructors
Our 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
Charlie Fiordalis
Havas Media Group
Greg James
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 Date & Location
Date: February 25, 2020
Time: 8:30am-5:30pm
Location: Havas Media, 200 Hudson St, 4th Floor, New York
A Few of the Organizations
Who Have Participated in Mirren Training and Workshops
LIMITED SEATING AVAILABLE
For more information on the workshop, send us an email or give us a call at: (866) 508-0523