Sales Training Recap & Sample Presentation Internet sales training: Session 4 - PowerPoint PPT Presentation

Sales training recap sample presentation internet sales training session 4 l.jpg
Download
1 / 28

  • 453 Views
  • Updated On :
  • Presentation posted in: Sports / Games

Sales Training Recap & Sample Presentation Internet sales training: Session 4. NYSBA. www.borrellassociates.com. Need the LA$R report?. E-mail Dick Novik – dnovik@nysbroadcasters.org. NYSBA Session 1,2 & 3 recap. Overview of Borrell Associates Controlling expectations

Related searches for Sales Training Recap & Sample Presentation Internet sales training: Session 4

I am the owner, or an agent authorized to act on behalf of the owner, of the copyrighted work described.

Download Presentation

Sales Training Recap & Sample Presentation Internet sales training: Session 4

An Image/Link below is provided (as is) to download presentation

Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author.While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server.


- - - - - - - - - - - - - - - - - - - - - - - - - - E N D - - - - - - - - - - - - - - - - - - - - - - - - - -

Presentation Transcript


Sales training recap sample presentation internet sales training session 4 l.jpg

Sales Training Recap &Sample PresentationInternet sales training: Session 4

NYSBA

www.borrellassociates.com


Need the la r report l.jpg

Need the LA$R report?

  • E-mail Dick Novik – dnovik@nysbroadcasters.org


Nysba session 1 2 3 recap l.jpg

NYSBA Session 1,2 & 3 recap

Overview of Borrell Associates

Controlling expectations

Branding vs. lead generation

Understanding how to use your LA$R

Prospecting and getting an appointment

Needs analysis meeting

Initial product demonstration

Advertising recommendation sheet

Compelling sales presentation

Choice close

Monthly time out calls


Today s agenda l.jpg

Today’s agenda

  • LA$R review

  • Death by PowerPoint

  • Powers statements

  • Data slides

  • Tell the story

  • Q and A.


La r review three major la r components l.jpg

LA$R review: Three major LA$R components

Table 1: Overview and profile of the market

Table 2: Ad revenue for 11 media types

Table 3: Ad spending by 100 business categories

Media Profile: Provides a snapshot of local media and Internet usage/demographics

A LA$R is divided into three components and each offers a distinct view.


Death by powerpoint l.jpg

Death by PowerPoint

Select the top Interactive spenders in your market


Overview market s top ad categories l.jpg

Overview:Market’s top ad categories


Death by powerpoint8 l.jpg

Death by PowerPoint

Select the top Interactive spenders in your market

Pull out nuggets of information for each business category


Spending prospect ad spending pattern l.jpg

Spending: Prospect ad spending pattern


Media profile syracuse l.jpg

Media Profile - Syracuse


Death by powerpoint11 l.jpg

Death by PowerPoint

Select the top Interactive spenders in your market

Pull out nuggets of information for each business category

Prepare specific power statements/data slides in advance

Build a master PowerPoint and add to it

Make it easy for AEs

Revise advertising recommendation sheet only

Built for speed

Numbers game

Sample presentation.


Internet advertising l.jpg

Internet Advertising

Reached $38 billion last year

Surpassing billboards

magazines….

yellow pages….

and radio

SOURCE: Borrell Associates


Local internet advertising growth l.jpg

Local Internet advertising growth

$22.99 billion in 2013

(forecast)

$12.89 billion in 2008

(projection)

$7.63 billion in 2007

$5.86 billion in 2006

$4.81 billion 2005

$2.69 billion in 2004

$2.07 billion in 2003

SOURCE: Borrell Associates


Washington dc market local online in washington l.jpg

Washington, DC MarketLocal Online $ in Washington

  • $45.69 million in 2003

  • $54.09 million in 2004

  • $100.06 million in 2005

  • $145.07 million in 2006

  • $202.49 million in 2007

  • 402.71 million in 2008

SOURCE: Borrell Associates


Slide15 l.jpg

More than 322,000 people in the Washington DMA plan to purchase computer related services this year

A local online brand plan

SOURCE: Borrell Associates


Slide16 l.jpg

Online Ad Budget Allocation

Online13.4%

Media Choice

Share

Washington, DC Market – Computer Related ServicesMore than 322,000 people in the Washington DMA plan to purchase computer related services this year

SOURCE: Borrell Associates


Slide18 l.jpg

WJLA.com Internet

Advertising Features

  • Category Exclusive commercials

  • online by Section and Day part

  • Multiple Display Ad Options

  • Display Advertising by Category

  • Directories with Long format commercial

  • opportunities

  • Exclusive Content Sponsorships


Slide19 l.jpg

The Local WJLA.com

Audience Continues to Grow!

Page Views


Slide20 l.jpg

Washington, DC Market

Source: Scarborough Research Inc., 2007

© 2007 Borrell Associates Inc


Slide21 l.jpg

Category Exclusive Commercials Online

Only 5 exclusive sponsors per Section/Day Part

WJLA.COM VIDEO ON DEMAND

  • Benefits

  • Sight, Sound and “E”motion of TV

  • Superior Branding thru Ad Category and Day Part Exclusivity

  • Align Brand with Technology

  • Day Parts

  • 5am – 12n

  • 12n – 5pm

  • 5pm to 5am

  • Sections

  • Weather

  • News

  • Sports

  • Features

  • Pre-Roll

  • opportunities

  • Up to :15 second

  • commercials available

  • Archived National and Local News Video


Slide22 l.jpg

Display Ad Sizes

300x600

300x250

728x90

160x600


Slide23 l.jpg

Customized Bridge Page

  • Multiple links to

  • client web site

  • Long format video

  • Map to location

  • Contact

  • information

  • Special Offers

  • And More


Advertising recommendation l.jpg

Advertising Recommendation

DC MEDICAL– Brand Campaign: Option A

Marketing Investment - $1,921 net per month – 12 month commitment

All internet ad production is included. Excludes production oflong format video and :15 seconds spots

AuthorizationDate


Advertising recommendation25 l.jpg

Advertising Recommendation

DC MEDICAL– Brand Campaign: Option B

Marketing Investment - $1,229 net per month – 12 month commitment

All internet ad production is included. Excludes production oflong format video and :15 seconds spots

AuthorizationDate


Borrell associates l.jpg

Borrell Associates

Questions?


Borrell associates services l.jpg

Borrell Associates Services

In market Interactive advertising seminars

In market Interactive sales training and blitz

LA$R quarterly updates

Subscription to Borrell Associates.com

Management intervention

Local reports

Automotive

Real Estate

Recruitment

Local online ad detail


Thank you please contact us with any questions 757 221 6641 info@borrellassociates com l.jpg

Thank you!Please contact us with any questions.757-221-6641 info@borrellassociates.com

NYSBA- Internet sales training: Session 4

www.borrellassociates.com


  • Login