Why does my company need sales training?

Companies cannot compete in today's changing economy with yesterday's outdated sales process or ineffective, ill-prepared sales tactics and techniques. The buyers are smarter and the competition is tougher - mediocrity will not be tolerated. Buyers have many choices in the media marketplace. You are competing not only with direct competitors in your segment, but also other forms of media. Most sales are won and lost not because of the details of your media opportunity but by your sales presentation. Professional sales training helps sales teams improve their functional skills and utilize a well-prepared, focused approach to the sales process. Your salespeople will become smarter, better-prepared to handle objections, and ultimately more successful in the sales process. Outsourcing sales training makes sense. It enables companies to focus on their core competencies and reap the benefits of increased sales by bringing in a trusted partner that will help develop salespeople into SALES STARS.

Why should I choose COACH MEdia's Stephen Pia to train my sales team?

Stephen Pia is an experienced trainer who knows the intricacies of the media industry from 16 years of media sales and leadership experience. He has walked in the shoes of both you and your salespeople, and has developed a sales process that works in selling all types of media. His dynamic presentations will engage your audience - salespeople at every level will learn something they can apply to their current sales process. Our approach is unique - we believe that follow-up activities after the training class are critical to ensure you make the most of your training investment. We will continue to provide support after the training program - to you and your salespeople. We consider this an investment in our long-term relationship with you and your company.

What are COACH MEdia's areas of expertise?

With our 16+ years of media sales experience, COACH MEdia provides training and coaching in all areas of the sales process. Based on results we've helped our customers achieve, we believe our areas of expertise are teaching you how to:

• Secure Appointments
• Utilize Horizontal Selling
• Earn the Right To Present Your Solutions
• Develop and Implement a Communication Sales Plan
• Negotiate Objections
• Use Sales Tools including Sales Presentations
• Improve Closing Skills Using Confirmation Questions

How are the training sessions conducted?

Our training sessions are conducted at your location and led by Stephen Pia. Prior to each program, Stephen will spend time understanding your objectives, strategies and challenges to craft a program that will maximize your training investment. Every one of our training programs is interactive - each participant will be a part of the workshop through role playing, brainstorming and developing specific tools for your company and your business. After the program, Stephen will provide ongoing follow-up and support to each of the sales reps to reinforce the concepts and help them with sales challenges as they arise.

How can I be sure that this training investment will be worthwhile?

COACH MEdia has a 100% satisfaction rating from media companies for which we have provided training. We will put you in touch with references prior to any training engagement so you can receive first-hand feedback from our customers. In addition, we guarantee your satisfaction with our training programs.

What are your programs and the associated costs?

We offer several one and two-day training programs as well as annual training programs. Click here to see a list of our most-requested training topics. Our pricing is based on a day rate and the nature of the program - team sales training, small group refresher, etc. Please Contact Us to receive specific pricing information for the program that interests you.

What companies have utilized COACH MEdia for sales training?

COACH MEdia has provided sales training to more than 20 media companies since its inception in 1999. These include: Gartner Events, eBay, IDG, Reed Exhibitions, CMP, Diversified Business Communications, and ea.com. We will be happy to provide references from our clients so you can learn first-hand about our coaching programs and results.