Post on 11-Apr-2017
Generating New Revenue fromSmall Business Advertisers
Presented by Neil Tanner, Global CEO at NRS MediaFacilitated by Mark Greene, Midwest Director of Business Development (312) 473-0673
1: MANY SALES SKILLS• Value based.• High
maintenance.• Renewal +
retention.• Large #
customers. • High cost of sale.
1: FEW SALES SKILLS• Relationship
based.• Deeper
engagement.• High recurring
Rev• Smaller #
customers.• Field based • Lower cost of
sale.
1:1 SALES SKILLS NATIONAL SALES
LOCAL SALES
NRS SALES SMALL/MEDIUM
MID MARKET
LARGE
(Some marketing resources)
(No marketing resources)
Don’t like being sold to.
See advertising as a cost, not an investment.
Advertise only when they need to.
Have little, or no dedicated marketing resources.
LOCAL ADVERTISERS
Spend more time servicing current clients.
Prospect “when they have time”.
Lack a disciplined, scientific sales approach.
Have varied skills in different aspects.
DIRECT SALES TEAMS
Overcoming advertiser reservationswith market education
TEACHES THE BENEFITS OF LONG TERM ADVERTISING
EDUCATES THEM ON YOUR BUSINESS AND HOW TO USE IT SUCCESSFULLY
PROVIDES A SIMPLEBUT COMPELLING REASON FOR THEM TO BUY FROM YOU LONG TERM
RECALL, LOCAL ADVERTISERS:
Don’t like being sold to. See advertising as a cost, not an investment.Advertise only when they need to.Have little to no marketing resource
MARKETING EDUCATION
INCREASING TEAM PRODUCTIVITY with extensive trainings
CHANGES & INSTILLS EFFECTIVE BEHAVIOURS
SELF FUNDING MEASURABLE TRAININGREWARDING PERSONALLY AND FINANCIALLY BUILDS CONFIDENCE IN YOUR SALES TEAM
RECALL, DIRECT SALES TEAMS:Spend more time servicing current clients.Prospect “when they have time”.Lack a disciplined, scientific sales approach.Have varied skills in different aspects
.
TEAMTRAININGS
Thank youDownload The “Top 7” Guide Resources
Great topics to cover with ad sales staff on a regular basis - http://nrsmedia.com/resources/
and/or The “Squeezed Markets” White Paper http://nrsmedia.com/battling-short-termism-squeezed-markets/
Call Mark Greene at 312-473-0673 with any questions