The Importance of Specialized Sales Training for Online Products

“Publisher sales channels put Internet Yellow Pages in the strongest position to benefit from SMB and user demand for local online video. At the same time, local video growth will hinge upon IYP execution of sales and video networks’ distributed production and fulfillment.”

Matt Booth
SVP and Program Director Interactive Local Media
From The Kelsey Group’s U.S. Local Video Forecast (2007-2012)

How Can You Give Your Sales Force The Edge in a
Multiplatform Marketplace?

In This Session

This preview is an abridged version of training to aid in evaluating the program for your organization. You will experience real examples of the training program, which is based upon the most modern online product sales method today—solutions selling for success.

· Structured 7-phase sales process

· The “Buying Cycle” for online advertising customers

· Effective planning—using tools to understand the businesses you are calling on

· Match the appropriate sales approach to the type of customer

· Become a problem solver—selling a solution vs. selling products

· Develop skills to uncover real needs and align them with the value your solution offers

· Use discovery techniques to sell multiple products

· Create and deliver competitive messaging

· Learn the value a more focused fact-finding approach offers in sales efficiency, close rates and average value of the order (AVO)

The Kelsey Group, Inc., 600 Executive Drive, Princeton, NJ 08540-1528
Tel: (609) 921-7200 Fax: (609) 921-2112 E-Mail: tkg@kelseygroup.com
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