Mirren Media Sales Training:
In-Person & Remote
Advanced Training to Systematically Build & Convert Pipelines of Qualified Advertising Leads – Quickly & Efficiently
Specializing in Sales for Entertainment, Digital, TV, Radio, Print, Out of Home
Customized to Your Unique Sales Objectives, Challenges, and Resources
Advanced Remote Training for Media Sales Teams
Taking your sales teams off the street for training is not an easy proposition – unless it moves quickly to impact your revenue.
Mirren is a training firm that specializes in providing sales teams with advanced skills and tools to build more robust sales pipelines. Ultimately, the goal is to secure more accounts at higher rates – quickly and efficiently.
Customized for each sales team and organization, we apply the latest best practices of Account-Based Marketing (ABM) to target and convert high-value leads – more quickly and efficiently.
Breaking down each stage of the sales pipeline, your teams will learn how to provide more strategic value to your prospects. They’ll become strategic marketing advisors as they help identify prospect growth opportunities – and correlate your advertising offering to that growth potential.
Ad Sales Methods Have Changed Again
Methods that worked just several years ago are gone. Advertisers are demanding a greater return on their spend and they have more options than ever before to achieve this.
Combined with shifting consumer psychographics, new marketing technologies and challenging media buyers – you have some of the biggest challenges the industry has ever experienced. However, the growth opportunities are significant when you more effectively correlate your offering to client business impact. In fact, sell client ROI, not access to an audience.
Our team brings years of sales training experience, which includes backgrounds from both brand advertisers and the largest agencies in the business. Not only are we sales strategists, we’ve been pitched to by dozens of ad sales executives. We know brand advertisers and we know agencies, like no other sales training organization.
Key Principles for More Effective Ad Sales Growth
Advertisers are demanding a greater return on their spend and they have more options then ever before to achieve this. Learn how to apply these key principles in our custom sales training programs.
Clients Buy ROI vs. Audience Access
Clients don’t buy access to an “exclusive” audience or “world class” products. They buy the business benefit of what you’re selling. Correlate everything to client impact.
All Prospects Are Not Created Equal
Apply a methodical process to quickly confirm whether or not to engage the prospect – and then to prioritize the investment of resources.
Differentiated Ad Products Sell More
Eliminate all the audience access and product innovation clichés. Clients are pursued by hundreds of advertising options. Clearly communicate your distinction in client terms.
Larger Integrated Programs Increase Margin
More effectively upsell prospects to larger and more comprehensive advertising programs, including digital.
Pre-Empting RFPs Increases Conversion Rates
Pre-empt RFPs by more proactively positioning your offering as the only one to address their unique objectives.
You Are a Strategic Marketing Advisor
You are not a tactical vendor. Engage each prospect with smart dialogue, methods, and content to help uncover their growth opportunities.
Agencies Buy Self-Preservation
They have no time, thousands of options, and fear losing the business. Break through by adding simple, clear value.
Proposals Can Be Turned Around Fast
When sales teams are aligned with the optimal resources, tools, and processes, you can achieve high conversion rates in shorter periods of time.
Turn Your Sales Teams Into Strategic Marketing Advisors, Ultimately Closing More Business – at Higher Rates
Here Are Ten of the Key Elements We Address in Our Custom Sales Training Programs
1. Accelerated Lead Generation:
Lead Insight
Based on our on-going research with brand and agency buyers, we reveal exactly what they are now looking to buy – and, it’s changed again. Leverage this new insight to close more business.
2. Accelerated Lead Generation:
High-Value Lead Identification
Apply a methodical qualification process to identify the highest margin leads you can most easily — and quickly — convert into new accounts. Then, prioritize your limited resources accordingly.
3. Accelerated Lead Generation:
Benefit-Driven Sales Messaging
Based on each stage of the sales pipeline, develop custom messaging to more effectively hook prospects and open doors – enabling you to sell in more business at higher rates.
4. Accelerated Lead Generation:
Door-Opening Sales Outreach
Leverage a specific type of messaging and content through social media, telephone, email, and referrals to accelerate your ability to get in the door with more prospects.
5. Accelerated Lead Conversion:
Faster Sales Proposals
Apply a five-step systematic approach to more quickly craft media kits, sales presentations, and proposals that hit harder by being more focused on client business impact.
6. Accelerated Lead Conversion:
Insight as a Sales Tool
You have access to genuine consumer insight like no other. Learn how to leverage this critical asset to set up your proposals, hook your prospects, and close more business.
7. Accelerated Lead Conversion:
Cross-Sell & Package More Advertising Products
More effectively sell your full suite of integrated products – upgrading prospects to larger programs, including more innovative digital offerings.
8. Accelerated Lead Conversion:
Consistently Overcome Objections
Learn how to overcome twelve of the most common objections that brand advertisers and media agencies typically have. In fact, objections can often increase your odds of closing.
9. Recurring Lead Conversion:
Accelerated Organic Sales
Implement a multi-step process to more systematically identify and convert new revenue opportunities from every existing client. Often, this will be your highest margin business.