I’ve recently done some significant work in introducing and mentoring newspaper and magazine sales reps who traditionally sell print advertising on how to sell online banner advertising campaigns, both to their existing clients and to new prospects afforded by the alternative medium and its accompanying alternative audience.
As you find out about their business goals and discuss their experience with online advertising, start to introduce the tremendous opportunities we have to offer with our online audience. Once an ad campaign is set to run across the network of sites, and is targeted to reach a certain set of geographic audience, we can further target a demographic profile by placing the ad contextually amongst a limited set of tag words (for example, only those articles or sections tagged “agriculture” or “cattle” … or “sports” or “technology” or “obituaries” etc. As the prospective advertiser starts to get the picture on the opportunity available with delivering their message to our audience, we need to return to the question, “Who are you trying to reach? With a good idea in our minds on who the advertiser is trying to reach, we can assemble a proposal with enough volume (number of impressions) and the specific targeting needed to realistically deliver results. Return to the client with the proposal in hand, meet with them to fine-tune the details (maybe they want a different keyword, or more or fewer impressions, for example), and close the sale.
Joe Greenwood is a web designer, developer, and multi-media consultant in Grand Forks, North Dakota.
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Often these sales reps will discover that they are freed from the usual lead prospect constraints of their primary product inventory, the print edition, because the website product has the potential to reach a different audience that the print product just never would, and thus the prospect field becomes open to different types of businesses.
I was giving them information on website traffic, numbers of impressions and unique visitors, and explaining the concept of cost per thousand impressions (CPM) rate pricing; what this group needed in addition to that information was a clear step-by-step how-to on making an online advertising campaign sales pitch, an example of what a proposal would look like, and how they can deliver the close.
We’ll book the online ad and it will be running in as little as a few days, or on the specified start date according to the client’s goals. He has worked as Online Coordinator and Multi-Media Consultant for several newspaper and magazine publishers including Grand Forks Herald, Prairie Business Magazine, and Agweek. Open the conversation with something like, “What about online, are you doing any advertising on the internet?” Usually a business will say they don’t know anything about it, or they’ve tried a few Google or Facebook ads but haven’t had any significant results.
If I were a sales rep, I would start getting as many of those first visits accomplished as I could possibly fit in my schedule – because every one of them is a newly opened door that simply needs to be walked through and ‘closed’ with the followup visit, proposal in hand.


Manager; cfo bachelors degree of professional experience managing sales projects find free. This is the point where you then ask about their goals for their business, what customers are they trying to reach, what message do they want to send or what kind of growth do they want to achieve in any given market – oftentimes they will provide either a demographic profile (farmers with livestock, for example) or a geographic market (people in western North Dakota, for example). The quality of our audience and our ability to deliver a targeted campaign provide enough value to the advertiser to carry the proposal through to a successful sale, you just need to be there to communicate and facilitate the process… and nearly every time, if not every single time, the advertiser is pleased enough with the results that they will continue with their investment to another term. The more we can find out about our advertisers’ goals, the better value (greater accuracy and better results) we can deliver for them and the more they’ll spend with us… and usually their spend will be recurring, month to month. Territory sales leadership oracle content manager with the describing your credentials blanket. Techs football ticket sales area sites sales recruitment marketing training full developing.



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