It is imperative that newspapers adjust and address the sales cultural issues that are stopping their sales teams from being a "raging success," says Ryan Dohrn, founder of media sales strategy firm Brain Swell Media and the creator of the 360 Ad Sales System taught to over 10,000 ad sales reps in seven countries.
He says, "If we continue to sell traditional media in traditional ways, we will get traditional results. I am amazed at the culture and sales 'systems' I see in place at newspapers – large and small – across the nation. It is as if we are ignoring the world around us and have accepted that the end is near."
Dohrn will lead a three-and-a-half-hour BONUS WORKSHOP for Mega-Conference attendees on Monday morning, Feb. 25, focused on newspaper sales and managing salespeople. Your sales managers need to be there!
A separate workshop focusing on audience and subscriber management will run concurrently.
Plan your travel to arrive on Sunday, so you can benefit from these added conference sessions.
Dohrn's workshop will focus on two key topics:
Just like your sales reps, Dohrn says: "I sell media every day too! I don't teach fluff. This information is tactical, practical and can be put into action today. In 2018, I worked with over 50 newspaper sales teams and the positive results are pouring in. Come prepared to laugh, learn and walk away with action items to grow your sales."
Dohrn works with over 50 newspapers per year and has a deep passion for the newspaper business. His 25-year media sales and marketing career includes leadership roles at PennWell Publishing, Morris Publishing, Disney/ABC TV and The NY Times Company. He is an Emmy Award winner, business book author and has been featured in USA Today and on Forbes.com. He currently works monthly with more than 50 media companies and their related sales and management teams.