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

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sales training recap sample presentation internet sales training session 4

Sales Training Recap &Sample PresentationInternet sales training: Session 4

NYSBA

www.borrellassociates.com

nysba session 1 2 3 recap
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
Today’s agenda
  • LA$R review
  • Death by PowerPoint
  • Powers statements
  • Data slides
  • Tell the story
  • Q and A.
la r review three major la r components
LA$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
Death by PowerPoint

Select the top Interactive spenders in your market

death by powerpoint8
Death by PowerPoint

Select the top Interactive spenders in your market

Pull out nuggets of information for each business category

death by powerpoint11
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
Internet Advertising

Reached $38 billion last year

Surpassing billboards

magazines….

yellow pages….

and radio

SOURCE: Borrell Associates

local internet advertising growth
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
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
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
Online Ad Budget Allocation

Online 13.4%

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
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
The Local WJLA.com

Audience Continues to Grow!

Page Views

slide20
Washington, DC Market

Source: Scarborough Research Inc., 2007

© 2007 Borrell Associates Inc

slide21
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
Display Ad Sizes

300x600

300x250

728x90

160x600

slide23
Customized Bridge Page
  • Multiple links to
  • client web site
  • Long format video
  • Map to location
  • Contact
  • information
  • Special Offers
  • And More
advertising recommendation
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

Authorization Date

advertising recommendation25
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

Authorization Date

borrell associates services
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

Thank you!Please contact us with any questions.757-221-6641 [email protected]

NYSBA- Internet sales training: Session 4

www.borrellassociates.com

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