|
Company |
First Name |
Last
Name |
Title |
|
Bangor Metro |
Mark |
Wellman |
Publisher |
I liked the discussion on overcoming objections,
planning the sales call, the consultant sell, and
the Stress-Free Selling™ presentation. Biggest Ah
Ha: mail subscriptions to all advertising prospects;
some ideas in Stress-Free Selling™ presentation.
Happy Birthday!
|
|
Bangor Metro |
Tori |
Britton |
Editor In Chief |
I liked the specific ideas like sending people
pizza, taking pictures of people reading the
magazine. Biggest Ah Ha: Telling my brain to solve
the problem AND keep doing this stuff; long enough
to reach critical mass. I now know some of the
things a salesman we have who is failing is doing
wrong.
|
|
Berkshire Living |
Cara |
Vermeulen |
Account
Manager |
Very interesting & informative. Liked best:
energy. Biggest Ah Ha: Don't just list features;
add in benefits.
|
|
Berkshire Living |
Jen |
Hines |
Account
Manager |
Liked best: new ways of tackling old problems.
Biggest Ah Ha: Fact Finding questions.
|
|
Birmingham Magazine |
Britt |
Wolf |
Account
Executive |
Liked best: energy is important. Pizza tactic:
cheap & different! Biggest Ah Ha: Call existing
customers, not to sell, write upside down! Liked
best: don't discount and remove clutter from rate
card. Biggest Ah Ha: If you run 1x, you'll be
unhappy and I won't take your business/$ if I can't
help you.
|
|
Central Coast Magazine |
Michael |
Vidor |
Publisher &
Editor In Chief |
I liked the way in which one is encouraged to
incorporate the pitch into storytelling and life
examples… a flow strategy with continuity. Biggest
Ah Ha: features and benefits structure, shy away
from price at the first meeting, offer a
complimentary subscription to prospects.
|
|
Coast Magazine |
Denise |
Adams |
Director
of Sales |
I liked your attitude going in to appointment:
strong and successful vs. weakness and failure.
|
|
Conley Magazines |
Gail |
Ostermann |
Publisher |
I found the fact finding questions to be very useful
and will present to my staff. Biggest Ah Ha: the
feature - benefit: So think about this.
|
|
CurtCo Media |
Jamie |
Aymerich |
Associate Publisher |
Great stuff. Lots of ideas. Liked tips and
pearls. Biggest Ah ha: surprise statistics. I'm
looking forward to your next session: Stop the
Discounting. Happy Birthday!
|
|
D Magazine |
Jack |
Bradshaw |
Advertising Director |
I really enjoy your approach and enthusiasm. The
entire session was great, especially getting in to
difficult prospects. Biggest Ah Ha: creating
goodwill. Liked best: rate card pricing analysis.
Biggest Ah Ha: up selling pages and no open rate.
Love your enthusiasm. It's infectious!
|
|
Down East Magazine |
Brian |
Hewistt |
Advertising Manager |
Some good quotes. Turning "so's" into "Think about
this…". Don't get stuck in an obstacle. I
delivered pizzas to someone who would not see me.
"Who ordered the pizza?" "I don't think anyone
here, but let me check." "Hi, I'm Brian from DE
Magazine. Is Ken available?" It started a dialog.
|
|
Down East Magazine |
John |
Viehman |
VP & Publisher |
Liked best: Tips
|
|
Emmis Communications |
John |
Lunn |
Advertising Director |
High energy, positive, great session. Biggest Ah
Ha: Great questions to ask potential advertisers:
better questions get better results and answers.
|
|
Great Lakes Publishing |
Sarah |
Desmond |
Sr. Account Executive |
Very informative. Easy to absorb. Biggest Ah Ha:
Selling does not have to be so tough! Ask
questions.
|
|
Great Lakes Publishing |
Paul |
Palmer |
Account Executive |
Great sources of helpful and informative information
that will help me improve and get better in my job
and career. Biggest Ah Ha: not trying to sell, only
fact find, on first call with prospect.
|
|
Gulfstream
Media |
Kim |
Price Capen |
Publisher |
Liked best: I love Jenae! Stop the Discounting
Madness was great! Biggest Ah Ha: Change your rate
card!
|
|
Gulfstream Media |
Courtney |
Hammond |
Account Executive |
|
Liked best: Refreshing ideas, new approaches to
ideas, researching and sales techniques. Biggest Ah
Ha: "Think about this…" Salespeople always assume
the person gets your drift. This makes it personal
to their business, breaks it down for them, shows
how it benefits them personally.
Two days after the
presentation, Courtney emailed me...
"I took your
advice and upgraded my back cover advertiser until 2010
[1-1/2 years from now!]
That was $20,600 sale. They
didn't even hesitate when I presented the proposal.
Thanks so much! Refreshing, new approaches to
sales."
|
|
Hour Detroit |
Ann |
Duke |
Advertising Director |
Jenae has great energy. I never thought about
presenting features and benefits in this way. I am
no longer going to teach my sales folks to stay
totally away from features and benefits but teach
them when and how to present them. Biggest Ah Ha:
When asking for referrals, be specific about
company, type of business or industry; call an
existing customer every day.
|
|
Imagine Louisiana |
Arthur |
Smith |
Publisher & Editor |
Liked best: redesign of rate card to include
testimonials, etc. Biggest Ah Ha; Adding "Sold" to
premium positions available.
|
|
Inside Columbia |
Nathan |
Baldwin |
Marketing Rep |
Too many ideas to list. It was great! Biggest Ah
Ha: If clients are indifferent, BE different!
Pearls were great.
|
|
Louisville Magazine |
Amy |
Landrum |
Sr. Account Executive |
I liked the pearls and features & benefits. Biggest
Ah Ha: features/benefits, and referrals questions
are great!! You were/are awesome. Thank you!!!
Biggest Ah Ha: taking everything off the rate card
except 4c; making it a sales piece. You are
awesome. Come to Louisville and convince the rest
of the staff!!
|
|
Louisville Magazine |
Stacey |
Hallahan |
Advertising Director |
Very practical and easy to use tips. Biggest Ah Ha:
Confirm AEs know how to use features/benefits and
"think about this" stories.
|
|
Ohio Magazine |
Matt |
Moore |
Account
Executive |
Liked best: the huge number of practical examples.
Biggest Ah Ha: "So… think about this…" I've been
assuming that people intuitively understand the
value of what I tell them. Thanks for reminding us
that we need to listen to what we might think is old
information. Liked best: don't let your magazine
become a commodity. Biggest Ah Ha: maybe our rates
aren't realistic! Thanks.
|
|
Ohio Magazine |
Richard |
Osborne |
Publisher
& Editor |
Thank you. Excellent refresher course interpreted
with new ideas. Energetic, creative! Biggest Ah
Ha: So… think about this.
|
|
Ohio Magazine |
Karen |
Matusoff |
Associate Publisher |
Liked best: thoughts on discounting, not discounting
off rate card. Biggest Ah Ha: If you lose in the
CPM game, don't play. A lot of thought went into
structuring a rate card. Applying sales techniques
into a rate card. Very effective.
|
|
Renaissance Pubs |
Katie |
Palazzo |
Sr. Account
Executive |
Liked best: Everything! The whole workshop kept my
attention, and I can't wait to use what I learned.
Biggest Ah Ha: So What!
|
|
Renaissance Pubs |
Kelley |
Faucheux |
Executive
VP Sales |
Liked best: Fact Finding. Biggest Ah Ha: Questions
that we are not asking… but will be!
|
|
Renaissance Pubs |
Jonee |
Daigle-Ferrand |
Sales Manager |
Liked questions to ask clients best. Biggest Ah Ha:
Gems and different "So What's."
|
|
Rhode Island Monthly |
Kieran |
Keating |
Advertising Director |
Good presentation. Biggest Ah Ha: Good refresher on
several important fundamentals
|
|
Sacramento |
Ali |
Zamanian |
New Media Director |
Liked best: If you discount, you *and* your
advertiser will think that there is still a better
deal out there. Don't sell yourself as a commodity.
|
|
Sactown |
Stephen |
Childs |
Publisher |
Many specific and helpful examples. Biggest Ah Ha:
referrals. Would like more on Cold Calling
Technique.
|
|
St. Louis |
Aleisha |
Stultz |
Account Executive |
Liked best: Tactics on getting in with a difficult
person. Biggest Ah Ha: sell benefits.
|
|
St. Louis |
Angie |
Henhaw |
Account Executive |
Liked best: Fact Finding questions. Biggest Ah Ha:
sell benefits, not only features.
|
|
Tucson Lifestyle |
Steven |
Rosenberg |
Publisher |
|
Liked best List of key questions and Getting In
tactics. Biggest Ah Ha: Referrals
|
|
Whittaker Publications |
Kyle |
Osborne |
Account Manager |
|
PowerPoint done very well, clear and easy to
follow. Great energy. Biggest Ah Ha: You can't
sell what isn't on your rate card! Hello!! List
12x rate first. It helps to hear suggestions and
ideas from someone who has done this before.
|
|
Wichita Magazine |
Chris |
Elston |
Associate Publisher |
|
Liked best: Candor, "Duh" points, Entertaining.
Great ideas that are actually doable. Biggest Ah
Ha: The rate card… duh! Excellent!
|
|
WQED Pittsburg |
Ed |
Kost |
Advertising Director |
|
Liked best: 27 questions and feature/benefits.
Biggest Ah Ha: The personal touch and marketing
efforts.
|
