Mirren’s latest client-side research is in and there is significant change projected for the next 12 - 18 months. Brent will reveal the top few trends that define how brand advertisers are – and will be – making their media selection. Expect an insightful, lively and provocative session.
Harvard Business Review will host a discussion with brand advertisers about the ad sales business. Expect to gain new insight into how they’re dealing with increased pressure to deliver toward the bottom line and the role they expect their media partners to play. We’ll also take a look at the biggest opportunities they see for ad sales, how to better position and package your presentations, and what it now takes to get on their radar and in the door.
This session will address one of the most challenging situations for ad sales executives who sell to brand advertisers and agencies. Here, we’ll take a look at strategies being used to go around the agency and secure a stronger relationship directly with the client.
Having strong research-based insights in your toolbox goes without saying. In fact, they are one of the most critical elements in crafting your sales presentations and opening more doors. Insights grab a client’s attention, make your recommendation more relevant, inspire more innovative ideas, and ultimately help you convert the sale.
As you know, writing a proposal that converts the sale is no simple task. On top of a time-consuming process, often the client’s objectives are not clear, the budget is vague, an unreasonable buy is being requested for the price, and the proposal must be delivered on nearly impossible timelines.
As a leading Search Consultant helping brand advertisers select their agencies, Lisa has years of experience reviewing thousands of proposals. In fact, in this session she will share best practices from the agency world, helping you to craft more effective proposals – effectively and efficiently.
This panel of media agency directors will share best practices on what it takes to get in the door. As you would imagine, they are bombarded by ad sales emails, phone calls, and other outreach. However, why is it that some break through, while others don’t? What is it that some do differently that ultimately gets them face-to-face with these key decision-makers? Expect a discussion that ultimately provides new ideas on how to optimize your sales strategy.
This panel of media agency directors will share insight into the changing world of brand advertisers. They’ll review the new demands their clients are making and ultimately how this impacts the ad selection process. From price reduction pressure, to programmatic and media fragmentation, expect a frank discussion about how media buying agencies are dealing with the shifting client landscape – and the implications on your approach to sales.
The Live Pitch Competition has always been one of the most popular sessions at our conferences. Watch live on stage as several advertising properties make a sales pitch to our group of media agency directors. This will be followed by feedback from the panel, with additional Q&A from the audience. Expect a lively session with valuable takeaways about your own sales materials.
Fast Company Magazine will host a discussion with a group of tech innovators as they provide a perspective on the future of consumers, how they’ll interact with media, and the implications for ad sales.
As we all know, technology, consumers, clients and agencies continue to evolve and impact ad sales at a pace that seems relentless. In this session, we’ll take a look at the latest strategies for selling the next generation of media, with a particular focus on digital, programmatic and more.
This panel of leaders will discuss the future of ad sales strategy. Ultimately, the goal is to provide new insight behind the trends that will shape the future of this critical role. What are the current challenges? What are the current best practices? How will these change over the next few years? How are client’s expectations changing? How must the world of ad sales respond?
In this session, we’ll look inside one of the most powerful and prolific new business tools. Step-by-step, we’ll take this seemingly complex software and simplify it, making it work for you rather than against you. We’ll reveal principles that the most successful sales strategists use to empower their teams and provide actionable insight into their new business pipeline.
Advertisers and agencies are always looking for fresh new thinking. However, coming up with innovative new ideas to sell more to your current accounts or to pitch new ones is not easy. Give your idea generation a shot in the arm with a more effective approach to brainstorming.
In this closing session, Brent will take a look at one key new best practice the Mirren Sales Training team has used to completely evolve the effectiveness of sales teams across the country.