Ryan Dohrn to lead workshop on ad sales and managing sales people
Second bonus session being planned for audience and circulation executives
It is imperative that newspapers adjust and address the sales cultural issues that are stopping their sales teams from being a "raging success," says Ryan Dohrn, founder of media sales strategy firm Brain Swell Media and the creator of the 360 Ad Sales System taught to over 10,000 ad sales reps in seven countries.
He says, "If we continue to sell traditional media in traditional ways, we will get traditional results. I am amazed at the culture and sales 'systems' I see in place at newspapers – large and small – across the nation. It is as if we are ignoring the world around us and have accepted that the end is near."
Dohrn will lead a three-and-a-half-hour BONUS WORKSHOP for Mega-Conference attendees on Monday morning, Feb. 25, focused on newspaper sales and managing salespeople. Your sales managers need to be there!
A separate workshop focusing on audience and subscriber management will run concurrently. Topics and presenters for that workshop – designed for circulation, audience and key management executives – will be announced soon.
Plan your travel to arrive on Sunday, so you can benefit from these added conference sessions.
Dohrn's workshop will focus on two key topics:
- 10 Habits of Highly Effective Sales Professionals
This workshop is all about sales lead generation! Pump up your inbound advertiser leads by 25-35 percent in the next 30 days! Prospecting is a dying skill set and it is so important to sales success. Learn "the" 10 critical sales questions that move conversations forward. As part of the workshop, you'll build a simple action plan to use what you learned and put it into practice with your sales team.
- Is Culture Killing Your Sales Mojo?
Culture eats strategy for breakfast. Workshop attendees will get a chance to participate in a round-table deep dive to share candid concerns and solutions for addressing sales culture.
Just like your sales reps, Dohrn says: "I sell media every day too! I don't teach fluff. This information is tactical, practical and can be put into action today. In 2018, I worked with over 50 newspaper sales teams and the positive results are pouring in. Come prepared to laugh, learn and walk away with action items to grow your sales."
Dohrn works with over 50 newspapers per year and has a deep passion for the newspaper business. His 25-year media sales and marketing career includes leadership roles at PennWell Publishing, Morris Publishing, Disney/ABC TV and The NY Times Company. He is an Emmy Award winner, business book author and has been featured in USA Today and on Forbes.com. He currently works monthly with more than 50 media companies and their related sales and management teams.