Online Media Campus

Top Strategies and Tactics for Sales Success!

Online Media Campus Admin — Mon, 13 May 2013 20:26:51 +0000

THURSDAY, JUNE 27th
1 p.m. – 2 p.m. CDT / 2 p.m. – 3 p.m. EDT

What sales strategies are you going to maximize in 2013 so it’s your best year ever?

The old way of selling has changed, but prospecting for new business continues to be the foundation of all successful salespeople and organizations.

During this power-packed webinar, Steve will share his top strategies and tactics that have proven successful for more than 1,000,000 (yes that’s one MILLION!) prospecting and sales calls. Steve has refined these tactics over the past 33 years.

This is one webinar you will not want to miss and here’s why:

Learn why prospecting is and always will be, the foundation of success in sales.
Learn the most efficient communication tools to enhance your prospecting efforts.
Learn the single best “Phone Approach” that will separate you from your competition.
Learn how to get out of … and stay out of “voice mail hell.”
Learn why you should never try to overcome objections.

Learn the single best closing techniques to set more appointments and drive more sales.

Deadline to register for the $35 fee is Monday, June 24th. A $10 late registration fee begins on Tuesday, June 25th.

Ticket Type Price Spaces Registration Fee $35.00 First Name Last Name Company Name Email Phone State Register each seat below and continue to Authorize.Net for secure payment. Seat 1 First Name: Last Name: Email: Company Name: Address: City: State: Zip: Click below to continue to payment checkout.

Ticket Type	Price	Spaces
Registration Fee	$35.00

The Presenter …

For more than 30 years, Steve Kloyda has been creating unique selling experiences that transform the lives of salespeople, prospects and customers. As Founder of The Prospecting Expert, Steve helps his clients attract more prospects, retain more clients, and drive more sales

With the Internet now a driving force, Steve has integrated today’s technologies into his comprehensive sales and prospecting system, enabling his clients to better formulate and communicate their unique message to their target audiences. Steve’s motivation, insights and down-to-earth strategies provide a powerful learning experience for anyone wanting to transform their sales and dramatically grow their business. His mission is to lead, teach and inspire salespeople to apply timeless principles which produce life-changing results.

What You Could Be Missing in Photoshop

Online Media Campus Admin — Wed, 03 Apr 2013 13:54:46 +0000

Recorded on May 10, 2013

Camera Raw is a common function on most digital cameras, yet few have delved into this simple tool for producing some of the fastest and sharpest photos for print or online. The Adobe Camera Raw plug-in has been available as early as Photoshop 7 and we want to spend this session taking away the mystery and exploring the benefits of this feature. You will learn how to quickly and easily correct pictures plagued by:

over/under exposure
noise
color casts
incorrect white balance
poor contrast
and much more as there is no shortage of bad photos

Hopefully, we had you at “quickly and easily”! Take a short break and join us to learn how a readily accessible tool can improve your photos.

Archive Viewing Fee: $35

Click here to for this archive. Please fill out the registration information at this link. If you participated in the live viewing, be sure to add in your discount code for free viewing. Once you complete the registration you will receive a link to view the archive.

The Presenter …

Lisa Griffin is a popular trainer at Macintosh training events around the United States and is recognized as a pioneer in the areas of computer pagination and remote printing methods for newspapers. She is the IT publishing specialist for Boone Newspapers and a staff member at the University of Tennessee/Tennessee Press Association Institute for Newspaper Technology. Griffin has conducted group training for press associations and newspapers on topics such as Mac Troubleshooting, Adobe InDesign, Adobe PhotoShop, Adobe Illustrator, Quark Xpress, Pagination, and PDF file creation.

Since 1983, Griffin has provided consultation, training and support to newspapers as well as other markets. Advances in technology over the past 20 years for the newspaper industry have been both exciting and often challenging. Bringing this information through training sessions directly to people in the production process continues to be a priority. Attendees will find the material to be interesting, informative and applicable to their everyday workload.

Overcome Objections and Close More Sales!

Online Media Campus Admin — Mon, 25 Mar 2013 15:04:47 +0000

Recorded on May 9, 2013

In order to overcome objections effectively, you need to understand the value proposition between the newspaper and the advertiser. Advertisers view advertising as a risk — there is no guarantee they will get the results they are looking for. Reps who understand this dynamic can reassure advertisers that advertising in the newspaper is well worth their investment.

Following the techniques introduced and discussed in this webinar will help you develop grace under pressure!

Topics we will cover:

Viewing objections as buying signals
Understanding the difference between a condition and a true objection
Using your negotiation skills to minimize the power of the most difficult objections
Learning specific techniques for overcoming the most common objections

Archive Viewing Fee: $35

The Presenter …

Carol Richer Gammell graduated from Purdue University with both a M.A. (1980) and Ph.D. in English in 1985. Upon completing her education, she immediately began her newspaper career by accepting a position as associate editor with MacDonald Classified Services. During her 16-year tenure with the company, she advanced to associate publisher with responsibility for all aspects of the creation and production of the 10 trade publications offered by MacDonald.

Richer Gammell has been a featured speaker at more than 150 industry conventions and initiated and conducted training workshops for Call Center Professionals at more than 800 newspapers in the U.S., Canada, New Zealand, Australia, Finland and The Netherlands.

In 2002, Richer Gammell launched her own training and consulting company, Sales Training Plus. For the past 11 years, she has offered newspaper specific sales training to Classified Inside and Outside Sales Professionals, Circulation Call Center Professionals and Retail Sales Consultants at newspapers throughout the U.S. and Canada.

The Power of Selling Their Story

Online Media Campus Admin — Tue, 05 Mar 2013 21:52:19 +0000

Recorded on April 18, 2013

How, and why, should newspapers add local business storytelling to their mix of products? The simple premise is, storytelling is one of the hottest tools in corporate marketing today…for good reason. Marketers are finding traditional ads are getting such low recall scores that they’re trying everything to get engagement. The bright spot is Corporate Storytelling.

Stories are welcomed. Good stories have lasting impact. Stories can communicate brand positioning and emotion. AND…. Who has the trust of the local community when it comes to telling stories? Newspapers. Newspapers have a real opportunity to take the lead in packaging and promoting the stories of their local business community and using their products and others to spread those stories to the community.

What we’ll cover:

Evolution of the marketing ecosystem
Why stories engage the target market
Newspaper’s big advantage over other media
The magic questions to ask your advertiser
Distributing and selling the story

Archive Viewing Fee: $35

The Presenter …

For more than 25 years, Mitch Henderson has made it his passion to master the science of marketing behavior. Mitch’s experience spans just about every arena of marketing. He’s been an advertising agency owner, television producer, newspaper publisher and director of sales for the Pacific Northwest’s largest chain of community newspapers.

Mitch is an expert in understanding the deep brain science of what motivates people to respond to advertising and how to persuade people to buy. He has worked with thousands of newspapers of every size across North America teaching publishers, managers, sales people and designers how to create more effective advertising and increase sales. Mitch’s high energy seminars, sales training and DVDs teach how to adapt to the evolving marketing ecosystem and better meet the needs of today’s advertisers.

How’s Business? Help your team answer the hard questions about the media industry

Online Media Campus Admin — Mon, 04 Mar 2013 18:43:19 +0000

Recorded on March 29, 2013 and April 4, 2013

It’s unavoidable. You’re at the soccer game, the neighborhood picnic or on a sales call. The question or comment that paints an unflattering picture of your newspaper gets lobbed your way. How’s business? Is circulation down? No one reads newspapers anymore. How you and your employees answer these questions sets the tone for the rest of the conversation.

In this interactive webinar you’ll learn how to train your staff on how to answer the hard questions they hear each day. You’ll get real answers to real questions. How’s Business is a great session for ad directors, publishers or anyone who is concerned about how to manage your newspaper’s brand in your community.

Archive Viewing Fee: $35

Click here to view the archive of the March 29th program.
Click here to view the archive of the April 4th program.
Archive Viewing Fee: $35. Please fill out the registration information at this link. If you participated in the live viewing, be sure to add in your discount code for free viewing. Once you complete the registration you will receive a link to view the archive.

The Presenter …

Susan Patterson Plank started her media career at her hometown newspaper more than 20 years ago and has a great passion for the industry. She’s an experienced executive with a background in sales, marketing, communications and profit management. She has significant experience in customer targeting and segmentation, research, public relations, branding and strategic planning. She is recognized as a focused and innovative leader who is able to motivate teams and drive them to the best bottom-line results.

Patterson Plank’s media experience includes marketing, sales, digital and general management. She is currently the sales and marketing director for Customized Newspaper Advertising (CNA). CNA serves as a one-stop shop for national newspaper and online planning and placement solutions. CNA facilitates multi-newspaper and digital media buys by providing current advertising rates, audience information and demographic data in markets in a single state, regionally or nationally! CNA provides a one-buy, one-bill service, rate negotiations, print and digital planning solutions, audience and demographic information and a qualified, experience staff!

Prior to joining CNA she was with Gannett, most recently at Des Moines Register Media.

Fair Game For Republishing In The Digital Age

Online Media Campus Admin — Fri, 15 Feb 2013 17:19:11 +0000

Recorded on April 12, 2013

The growth of the Internet has opened a new world when it comes to obtaining information quickly and easily. The newspaper industry continues to adapt when it comes to copyright and fair use laws that govern the desire to spread this information to readers, and the desire of others to spread what the newspaper produces. This session updates us on the latest information, and reminds us of protections that have been in place over the years.

We will cover:

When fair use typically does — and doesn’t — apply
Considerations when getting permission to use others’ work
Other legal implications when using copyright-protected work

Archive Viewing Fee: $35

The Presenter …

Ashley Messenger is an adjunct professor of Journalism. She teaches Legal Aspects of Communication and is currently in-house counsel for National Public Radio, specializing in issues that affect news gathering and dissemination. She has previously served as Editorial Counsel to U.S. News & World Report, in-house counsel for Weekly Alibi (Albuquerque, NM), the McCormick Tribune Fellow at the Reporters Committee for Freedom of the Press, and litigation counsel in private practice. She is also a former radio talk show host.

In Cyberspace No One Can Hear You Scream: Trademarks, Copyrights and the Internet

Online Media Campus Admin — Thu, 13 Dec 2012 16:31:54 +0000

Recorded on January 24, 2013

This webinar will discuss how the Internet has (and, just as importantly, has not) impacted trademark and copyright usage by journalists. In addition to providing a basic overview of these two types of intellectual property, it will explain some common pitfalls to avoid.

Topics Our Presenter Will Cover…

The differences between trademarks and copyrights
Copyright trolls
Plagiarism vs. copyright infringement
The Fair Use Doctrine in cyberspace

Archive Viewing Fee: $35

The Presenter …

David Nelmark is a shareholder in the litigation group of Belin McCormick, PC in Des Moines, Iowa, practicing primarily in the areas of complex commercial cases, intellectual property and appeals. He represents both plaintiffs and defendants, and his litigation experience includes contract disputes, fraud, personal injury, wrongful death, libel, defamation, copyright infringement, patent infringement, trademark infringement, false advertising and the Lanham Act. He also applies for and maintains copyright and trademark registrations for clients of the firm.

Nelmark received dual bachelor’s degrees (from the School of Journalism and the School of Liberal Arts) from Drake University in 1999, where he graduated first in his class. He completed his legal degree at Stanford Law School graduating Order of the Coif in 2005, after serving as the associate managing editor for the Stanford Law Review (2004-2005).

Classified Outbound Calling, Revenue That Sticks!

Online Media Campus Admin — Tue, 27 Nov 2012 16:51:25 +0000

Recorded on January 16, 2013

In this webinar you will learn the secrets of planning your outbound calling program. The goal is to target new advertisers who will “stick” with you week after week instead of one-time sells. Based on “Quality not Quantity” of target outbound calling, you will be able to plan a program that finally really works for the short and long term.

Following this plan will keep new revenue coming in the door every week!

Topics we will cover:
Target Markets: recruitment, real estate/rentals, service directory
Best sources for Lead Lists
Scripts that work
Best news packages to sell by phone for print and online.

Archive Viewing Fee: $35

The Presenter …

Janet DeGeorge first started her newspaper career at the San Jose Mercury News more than 20 years ago. She is a graduate of San Jose State University with a degree in Advertising and Marketing and has completed all course work towards a Masters of Science in Mass Communications.

She spent 13 years at the Mercury News much of it as a manager in the state-of-the-art classified advertising department. She then relocated to southern California as recruitment advertising manager before moving to Arizona where she was the classified advertising director of the Scottsdale and Mesa Tribune for seven years.

DeGeorge is former vice president of the Western Classified Advertising Association, a key speaker at regional and national advertising conferences and has produced numerous articles and webinars regarding classified advertising.

DeGeorge has been the president of Classified Executive Training & Consulting since 2001. She specializes in classified sales training for sales reps and new managers, outbound sales training and the redesigns of print and online products and rate packages to uncover new revenue sources.

Will Paywalls Kill Newspapers’ Web Advertising?

Online Media Campus Admin — Thu, 18 Oct 2012 15:13:31 +0000

Recorded on December 7, 2012

Hold onto the seat of your pants for this webinar. There’s a lot of research that points to the fact that paywalls won’t curtail web advertising, but not for the reasons you may think. In this webinar you’ll learn that local advertisers are actually migrating away from banner ads placed around local news, and that local consumers are actually pretty ho-hum when it comes to reading local news on the web. The conclusion: A paywall is likely to bolster print subscriptions, not affect web traffic all that much, and thus not curtail web advertising. Gordon Borrell from Borrell Associates will outline the results of its survey of 2,000 sites looking at rates and paypall policies, and link those results with overall trends in web advertising.

Archive Viewing Fee: $35

Click here to view this webinar. Please fill out the registration information at this link. If you participated in the live viewing, be sure to add in your discount code for free viewing. Once you complete the registration you will receive a link to view the archive.

The Presenter …

Gordon Borrell is a sought-after speaker for conferences and company meetings and one of the media industry’s leading analysts. He is ranked in the top 2 percent among Gerson Lehrman Group’s 150,000 consultants worldwide and is quoted frequently in The Wall Street Journal, The New York Times, Ad Age, Forbes and other publications. He has appeared on CNN and other TV and radio programs discussing trends and forecasts for local media. Prior to starting Borrell Associates, Borrell was vice president for new media for Landmark Communications, where he worked for 22 years. He started his career as a reporter and editor for The Virginian-Pilot in Norfolk, Va. In 1989 he began pioneering interactive ventures and helped establish the first TV, newspaper, cable and network TV websites.

Investigative Story Ideas For Small Newspapers

Online Media Campus Admin — Tue, 02 Oct 2012 17:49:13 +0000

Recorded on November 16, 2012

Original enterprise news exists in plenty of small towns and counties. Your newspaper can secure its position as a community leader when you tell your readers about it, using investigative reporting that is achievable with small staffs. This session shows techniques, habits and practices to help you identify explanatory and investigative stories that give meaning to ongoing controversies, issues, government actions and decisions you are covering.

Archive Viewing Fee: $35

The Presenters …

Stephen J. Berry, co-founder, former interim executive director-editor and advisor for the Iowa Center for Public Affairs Journalism, is a journalism professor at the University of Iowa, teaching introductory, intermediate and investigative reporting and writing to undergraduates and graduate-level courses on reporting and contemporary problems in journalism. He is the author of the book,“Watchdog Journalism: The Art of Investigative Reporting” and former reporters at the Los Angeles Times and the Orlando Sentinel, where Berry and his reporting partner won a Pulitzer Prize for investigative reporting.