Digital Selling Skills for Sales Executives

Oct. 28 - Part 4 of our four-module series for managers and sales teams

The digital training world changes quickly.  Join America's Newspapers for a special four-part sales training program developed specifically for sales managers and their teams.  This webinar series is available to members of America's Newspapers, as well as trial members, as part of their membership (at no additional cost). Learn about membership or sign up for a free, trial membership here.

If you took part in the first three modules, you do not need to sign up again for the additional modules.  We'll send you a link to join Part 4.

If you missed Part 1, catch up at this link.  If you missed Part 2, catch up here.  And, Part 3 is posted hereAt each of these links, you'll find a recording of that webinar, along with key takeaways, the PowerPoints and more.  If you missed the first three modules, simply register at the link below for Part 4.

Sales Managers:  This is the perfect opportunity for you to sign up your entire team!  Register as many as you’d like and everyone will receive all the materials from all four modules! No limit on the number of attendees that you can register.

Registration for this webinar is a two-step process. Click the link below to take STEP 1 and then watch for an email.  The email will include a link that you need to click on (STEP 2) to guarantee your seat and request the LOGIN for the webinar itself.

REGISTER your entire team here

(Separate registrations are needed for each person.)

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

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.

If you missed the first three modules, simply register at the link above for Part 4.

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:

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.

View a recording of Part 2 (held Sept. 30):

Pricing, Packaging and the Value of ROI

View a recording of Part 2, along with key takeaways, PowerPoints and more at this link.

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.

View a recording of Part 3 (held Oct. 14):

Show, Don't Tell — The Power of the Case Study

View a recording of Part 3, along with key takeaways, PowerPoints and more at this link.

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 current advertising clients for testimonials and referrals.

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

For registration questions, please contact:

Patty Slusher, director of programming, at 847-282-9850, ext. 102 or pslusher@newspapers.org

Our presenters

Charity Huff is CEO of January Spring, which was created out of a passion for bringing the best solutions to market. Huff says her team has a combined 150+ years of sales and marketing experience and has tested, evaluated and worked with almost every advertising solution and vendor out there. She says: "We’ve seen fads flame out, and fly-by-night offers fizzle."  January Spring has tackled total site redesigns, deployed countless social and content strategies, and launched new brands on behalf of clients. They've trained and rode with well over 9,000 sales professionals, calling on local and regional businesses.

Jamie Butow is the January Spring sales director and has worked in the digital sphere for more than 20 years. Prior to joining January Spring, she worked with CEO Charity Huff at Tru Measure, a company built to aggregate digital advertising data and showcase campaign ROI. Today Butow works with local sales teams to help craft digital campaigns that will reach and resonate with the right audience at the right time. She specializes in social media and how consumers are relating to interacting on various social platforms, earning her master's degree in media psychology to compliment this. She lives in California where she enjoys the sun, watching her son play high school sports (whenever that happens again), and watching just about everything on the Food Network. 

Kristen Nicholas has a passion for providing exceptional client experiences. She’s honed the skills to provide them throughout her sales career. Formerly, Nichols assisted organizations in building “best in class” sales teams, creating and delivering sales training curriculum and providing sales coaching.  She is presently the senior sales executive for Ad Sales Genius, where she works with publishers to help them discover how CRM and automation software can bring efficiency to their businesses.

Nitosha Ramirez is director of sales and local marketing of January Spring. She is currently responsible for training and strategizing with 17 different markets throughout the U.S. on programmatic sales and social media advertising. Her trainings consist of Programmatic 101, Sales 101, Sub Modalities, Strategy, Understanding ROI, Audience Curation, Social Media and more! She has been working in the digital marketing arena for 10+ years. Her portfolio consists of selling search engine marketing, search engine optimization, online directories, display, social media, programmatic, direct mail and texting campaigns.

Upcoming Webinars

October 23
Using Data to Inform and Improve Your Journalism

October 27
Election 2020 and its Impact on the Newspaper Industry

October 28
"Audience, Audience, Audience"
This is Part 4 of the training module in the four-part series: "Digital Selling Skills for Sales Executives." By registering for this series, you also are registered for the additional training modules in this series:

  • Part 1 (available as a recording, with PowerPoints and all materials) - Jump-Start Sales ... Building Your Pipeline
  • Part 2 (available as a recording, with PowerPoints and all materials) - Pricing, Packaging and the Value of ROI
  • Part 3 (available as a recording, with PowerPoints and all materials) - Show, Don't Tell: the Power of the Case Study

October 29
Live Streaming Video and Social Video

Our webinars are available at no cost to members of America's Newspapers as part of their membership. Not a member yet? Learn about membership or sign up for a free trial membership here.