11:00 a.m. – 11:45 a.m.
Buyer 2.0 – Selling Strategies for Today’s Consumer
Mike Carroll, Owner, Trainer & Coach, Sandler Training
The ever-evolving selling space, increasingly complex sales process, and changing buyer expectations present new challenges for sellers on a daily basis. At the same time, traditional sales processes are becoming less effective. Buyers don’t want to hear a sales pitch – they want someone who understands their world that can bring value. In order to remain competitive and hit revenue goals, it is critical that advertising and sales reps understand the shifting landscape, why these changes are happening, and how to sell to today’s consumer.
1:30 p.m. – 2:15 p.m.
Multi-Platform Approaches to Providing SMBs Targeted Marketing Solutions & Relevant Audiences
Michael Martoccia, Director of Digital Revenue, BH Media
Local business owners are challenged daily with an evolving digital marketplace and lots of marketing choices. Ideally, they need to cost-efficiently reach a specific audience hungry for their products and services. Our industry is more equipped than ever before to provide the guidance and solutions on a local level. Learn about the latest targeted digital solutions and audience development for small to medium-sized businesses: from behavioral targeting to mobile, and social reputation management to video, we’ll share best practices for uncovering their needs, and how to blend digital, print and niche tactics. You’ll walk away equipped to generate new advertising revenue streams and ways to expand the market share for your customers.
2:15 p.m. – 3:00 p.m.
Make Better Business and Marketing Decisions with Data
Adam Cook, Research Director, CraniumTap
The key for any business professional is the ability to make better decisions. Understanding the optimal process for making better decisions and using data resources are integral. Learn the process and see how Pilot Media is using its research division, CraniumTap, to do this with the businesses they serve.
3:00 p.m. – 3:30 p.m.
Brain Date for Advertisers!
‘Brain Dates’ are informal micro-workshops to give you time to connect with and learn from your peers. Guided by a facilitator, Brain Dates offer opportunities to problem-solve, resource-bank, and exchange ideas.
2018 News & Advertising Conference 