Professional Presentations: Turn Information into a Story That Sells, Led by Anne Miller Tuesday, June 4, 2013 — 9:00am - 12:30pm ET

At a time when presentation skills need to be razor-sharp, too many ad sellers are “presenting” the virtues of their sites or services when they need to be “communicating” the value of these to advertisers and the bottom line in a story that sells. Join Anne Miller, author, speaker and business sales coach for over 25 years, in this half-day seminar as she demonstrates the difference between mediocre presentations that induce client yawns and exceptional presentations that close business. Attendees will fine tune their speaking skills so they deliver compelling, engaging, and persuasive presentations with confidence, authority, and credibility.

The course will combine lecture, demonstrations, and individual exercises to teach participants how to:

•   Properly plan for specific presentations
•   Instantly connect with the buyer(s)
•   Build buying momentum for a story and make it compelling and engaging
•   Turn a presentation from a monologue into a dialogue
•   Give meaning and clarity to complex visuals
•   Close the conversation with ease and transition into the next steps of the sales process
•   Deliver a presentation with confidence, authority, and passion

9:00am – 12:30pm, The Ad Lab at IAB Offices – 116 East 27th Street, 8th Floor, New York, NY 10016
$349 non-members / $249 for IAB members

Early Bird Savings: Register by May 23 and save an additional $50 by using discount code PDMILLER at checkout.

Developing Your Online Brand, Taught by the Center for Sales Strategy Monday, June 24, 2013 — 1:30pm - 4:30pm ET

Are you curious on how to engage new audiences through social media? Or effectively interact with existing clients across various social media platforms? This 3-hour workshop teaches marketing and advertising professionals how to adapt their current LinkedIn profile, Twitter handle and Facebook profile to engage audiences and secure new clients.

Topics will include

•    Create a headline that exemplifies you as an advertising and marketing professional
•    Update your profile to better engage an audience of potential buyers
•    How to be a forward thinking leader for your company and generate business through Twitter, Facebook, and blogging
•    Review best practices for endorsing and recommending people in your LinkedIn network
 

This workshop is geared for all levels of expertise in digital media sales and suitable for representatives and management. For more on The Center for Sales Strategy, click here.

1:30pm - 4:30pm, The Ad Lab at IAB Offices – 116 East 27th Street, 8th Floor, New York, NY 10016
$349 non-members / $249 for IAB members

Early Bird Savings: Register by June 13 and save an additional $50 by using discount code PDCSS at checkout.

Tap into the Co-op Digital Advertising Market, Taught by Miles David Wednesday, June 26, 2013 — 9:30am - 12:30pm ET

Co-op advertising is presenting digital advertisers with great opportunity but little response. Why? Because few digital salespeople and executives fully understand how manufacturer co-op funding works. An IAB White Paper finds annual co-op spending to be $50 billion – presenting digital salespeople with a big opportunity for their clients! Join Miles David, former President of RAB and Vice Chairman of a leading co-op ad agency as he shows you how to find co-op money to create new accounts and expand budgets of existing accounts.

Course topics include:

•    Building a great target account list
•    Setting and making a large goal for co-op
•    Finding funds for best co-op products
•    Combining co-op with a promotion
•    Working effectively with a co-op ad agency
•    Creating a group for major promotions
•    Sources of co-op knowledge to close sales
•    Lingering legalities you need for protection
•    Using co-op skills for mobile
•    Making sure the client (and you) are reimbursed

This workshop is geared for all levels of expertise in digital media sales and suitable for representatives and management.

9:30am – 12:30pm, The Ad Lab at IAB Offices – 116 East 27th Street, 8th Floor, New York, NY 10016
$349 non-members / $249 for IAB members

Early Bird Savings: Save an additional $50 when you register by June 20. Use discount code PDMILES at checkout.

Intelligent Selling of Interactive Advertising Level I & II, Taught by The Laredo Group June 27-28 & December 9-10 — 9:00am - 4:30pm ET

Gain a thorough understanding of industry terminology, technologies, interactive advertising principles and in-depth “how to” knowledge during this two-day workshop series taught by The Laredo Group.

Level I

Essential Technologies, Concepts and Best Practices - This foundational course reviews the essential building blocks explains and explains how all of the digital media components work together to provide a complete perspective of digital media opportunities, including a “how to” approach to getting started, following best-practices and ensuring that you have a thorough understanding that will enhance your career and benefit your clients. Whether you’re new or just need to improve your knowledge and skills, this is an essential course. Click here for a complete course description, registration, and pricing.

Level II

Intermediate Digital Sales Techniques - This course builds on the Level I course, providing more in-depth "how to" knowledge and sales skills needed for understanding all of the digital options. Course topics cover what media types and platforms work best for different client objectives and how to respond to brand, direct response and brand-response campaign goals as well as metrics and measurement criteria. Students will understand how digital currency and pricing relates to performance and how to use different research and data sources for better audience insights. Click here for a complete course description, registration, and pricing.

These two courses satisfy the training credits requirement for Eligibility Option 2. For more information, visit the DMSC Eligibility Requirements page.

9:00am – 4:30pm ET, The Ad Lab at IAB Offices – 116 East 27th Street, 8th Floor, New York, NY 10016

Early bird pricing is available! IAB Members use referral code IABMEMBER to receive an additional $50 off each course.

Intelligent Selling of Interactive Advertising — Level I, II, & III, Taught by The Laredo Group August 5-7 & October 28-30 — 9:00am - 4:30pm ET

Gain a thorough understanding of industry terminology, technologies, interactive advertising principles and in-depth “how to” knowledge during this two-day workshop series taught by The Laredo Group.

Level I

Essential Technologies, Concepts and Best Practices - Essential Technologies, Concepts and Best Practices - This foundational course reviews the essential building blocks explains and explains how all of the digital media components work together to provide a complete perspective of digital media opportunities, including a “how to” approach to getting started, following best-practices and ensuring that you have a thorough understanding that will enhance your career and benefit your clients. Whether you’re new or just need to improve your knowledge and skills, this is an essential course. Click here for a complete course description, registration, and pricing.

Level II

Intermediate Digital Sales Techniques - This course builds on the Level I course, providing more in-depth "how to" knowledge and sales skills needed for understanding all of the digital options. Course topics cover what media types and platforms work best for different client objectives and how to respond to brand, direct response and brand-response campaign goals as well as metrics and measurement criteria. Students will understand how digital currency and pricing relates to performance and how to use different research and data sources for better audience insights. Click here for a complete course description, registration, and pricing.

Level III

Advanced Digital Sales Strategies & Techniques - This course builds on the Level I and II courses, adding the next layer of insights and perspectives for working with different agency and client types. This course covers media dynamics by expanding on the selling of site value propositions and opportunities for brands to connect with your audiences. Those selling integrated and sponsorship program will learn how highly developed and comprehensive concepts work for selling in and expanding sales opportunities. Designed for publishers, vice president of sales, sales directors and other executive sales professionals who want to accelerate their media revenues.
 

Each course satisfies 8 hours of professional training credits for Eligibility Option 2 or 3 for the Digital Media Sales Certification (DMSC). For more information, visit the DMSC Eligibility Requirements page.
 

9:00am – 4:30pm ET, The Ad Lab at IAB Offices – 116 East 27th Street, 8th Floor, New York, NY 10016

Early bird pricing is available! IAB Members use referral code IABMEMBER to receive an additional $50 off each course.

Winning over Advertising Agencies, Taught by the Center for Sales Strategy Tuesday, October 8, 2013 — 1:30pm - 4:30pm ET

Are you looking for tactics to strengthen and redefine your relationships with agencies? Secure more business by becoming their preferred vendor? This 3-hour workshop will take your business to the next level by introducing proven strategies and effective tools that will engage the decision makers at agencies and involve you more in the planning process. 

Topics will include: 

•    Develop effective relationships with decision makers with the agency and client direct
•    Become a preferred media partner verses a considered media vendor
•    How to spend more time creating ideas and profitable solutions rather than debating the value of the products and services you offer
 

This workshop is geared toward intermediate and advanced digital media sales representatives.  For more on The Center for Sales Strategy, click here.

1:30pm – 4:30pm, The Ad Lab at IAB Offices – 116 East 27th Street, 8th Floor, New York, NY 10016
$349 non-members / $249 for IAB members