Presented by Charity Huff, CEO of January Spring, and additional successful sales leaders.
Session 2 (Sept. 30), Session 3 (Oct. 14) and Session 4 (Oct. 28).
If you missed Part 1 (which was presented Sept. 16), catch up at this link

Each one-hour session will focus on a selling skill to compete in today's competitive environment and provides the perfect opportunity for managers to engage with their team members and coach them to improve their digital sales knowledge and grow revenue.

Register once for the series and you are eligible for all four sales training modules.  We'll send reminders to you in advance of each training program.

We recommend that you attend the training live to get the full benefit of the sessions and have the opportunity to ask questions.  However, the training sessions will be recorded and available for viewing after the sessions are completed.

The series includes:

Pricing, Packaging and the Value of ROI (Wednesday, Sept. 30, 11 a.m. CDT, Noon EDT)

Nitosha Ramirez, January Spring's director of local sales, will join Charity Huff to show sales managers and their teams how to package their full offering into the right multi-media selling machine.  They'll borrow from best practices across the industry and bring them to newspaper sales teams, with an easy-to-implement approach for individual markets:

  • Creating high-impact multi-media advertising programs
  • Driving sustainable digital business
  • Pricing your packages in a competitive market
  • Extending the value of your audience

Practical takeaway: Your own one-pager, designed and ready to take to market.

Show, Don't Tell — The Power of the Case Study (Wednesday, Oct. 14, 11 a.m. CDT, Noon EDT)

Always a popular topic, Charity Huff will "Show You the Money." Testimonials and case studies make the best sales aids.  Huff will share her best advertising case studies — programmatic display, social media, recruitment, political and many more.  In this session, sales managers and their teams will leave with a template they can use to build their own case studies and easy, fun ways to ask their curent advertising clients for testimonials and referrals.

Practical takeaway: A template your team can use to build your own case studies.

Audience, Audience, Audience (Wednesday, Oct. 28, 11 a.m. CDT, Noon EDT)

Digital content consumption is up 70% since mid-March.  Audience, and access to those people, is more important than ever to local advertisers.  Charity Huff and Jamie Butow, who have worked together to build audiences for their shared newspaper clients, will show you how to leverage your audience to broaden the conversation with your advertiser, expand the sales team's view of how they can sell the audiences of those programs to a more diverse set of advertisers, and create a multi-media campaign that exposes the advertisers and sales people to a unique way of marketing.

Practical takeaway: Audience stat infographic that you can make for your market.

View a recording of Part 1 (held Sept. 16):

Jump-Start Sales — Building Your Pipeline

View a recording of Part 1, along with key takeaways, PowerPoints and more at this link

Charity Huff, media sales veteran and serial entrepreneur, and Kristen Nicholas from Ad Sales Genius led participants through the first training module.  Building the sales pipeline is the foundation of any sales effort.  This first session focused on the tools and techniques your team needs to increase effectiveness and go after the profitable targets, including: CRM, digital snapshot, how to qualify a lead, drip marketing for sales and the power of webinars.

Practical takeaway: Email touchpoints that your sales team can use to re-engage local businesses.

For registration questions, please contact:

Patty Slusher, director of programming, at 847-282-9850, ext. 102 or


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