Jenae Rubin, Magazine Advertising Sales Training, Consulting, Start-ups, Launches, Courses, Solutions, Workshops, Stress-Free Selling

Effective Magazine Advertising Sales Training & Consulting

Here's what you said about

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..., Some ideas in Stress-Free Selling® presentation. Happy Birthday!   - Mark Wellman, Publisher, Bangor Metro


I liked the specific ideas like sending people pizza, taking pictures of people reading the magazine. I now know some of the things a salesman we have who is failing is doing wrong.   - Tori Britton, Editor in Chief, Bangor Metro


Very interesting and informative. Liked best: Energy. Biggest Ah Ha: Don't just list features, add benefits.   - Cara Vermeulen, Account Manager, Berkshire Living


Liked best: new ways of tackling old problems. Biggest Ah Ha: Fact Finding questions.   - Jen Hines, Account Manager, Berkshire Living


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 accept 1x, Advertisers will be unhappy, so I won't take your business/$ if I can't help you.   - Britt Wolf, Account Executive, Birmingham Magazine


I liked how to incorporate storytelling and real life examples... a flow strategy with continuity. Biggest Ah Ha: Features and benefits structure, Shy away from price at first meeting, Complimentary subscription to Prospects.   - Michael Vidor, Publisher, Central Coast Magazine


I liked your attitude going in to appointment: Strong and successful vs. weakness and failure.   - Denise Adams, Director of Sales, Coast Magazine


The questions are very useful and will present to my staff. Biggest Ah Ha: Feature/benefit approach.   - Gail Ostermann, Publisher, Conley Magazines


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!   - Jamie Aymerich, Associate Publisher, CurtCo Media/Sarasota Magazine


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!   - Jack Bradshaw, Advertising Director, D Magazine


Some good quotes. Turning So into... Don't get stuck in an obstacle.   - Brian Hewitt, Advertising Manager, Down East Magazine


High energy, positive, great session. Biggest Ah Ha: Great questions to ask potential Advertisers: better questions get better results and answers.   - John Lunn, Advertising Director, Emmis Communications/Cincinnati Magazine


Very informative. Easy to absorb. Biggest Ah Ha: Selling does not have to be so tough! Ask questions.   - Sarah Desmond, Sr. Account Executive, Great Lakes Publishing


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 on first call.   - Paul Palmer, Account Executive, Great Lakes Publishing


Liked best: I love Jenae! Stop the Discounting Madness was great! Biggest Ah Ha: Change your rate card!   - Kim Price Capen, Publisher, Gulfstream Media


Liked best: Refreshing ideas, new approaches to ideas, researching and sales techniques. Biggest Ah Ha: So... Sales people 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.   - Courtney Hammon, Account Executive, Gulfstream Media


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 and how to ask for referrals, call an existing Customer every day.   - Ann Duke, Advertising Director, Hour Detroit


Liked best: Specifics to include on rate card. Biggest Ah Ha; "Sold"!   - Arthur Smith, Publisher, Imagine Louisiana


Too many ideas to list. It was great! Biggest Ah Ha: If clients are indifferent... Pearls were great.   - Nathan Baldwin, Marketing Rep, Inside Columbia


I liked the Pearls and features & benefits. Biggest Ah Ha: features/benefits, great referrals questions!! You were/are awesome. Thank you!!! Biggest Ah Ha: Make rate card a sales piece. You are awesome. Come to Louisville and convince the rest of the staff!!   - Amy Landrum, Sr. Account Executive, Louisville Magazine


Very practical and easy to use tips. Biggest Ah Ha: Confirm AEs know how to use features/benefits and "So" stories.   - Stacey Hallahan, Advertising Director, Louisville Magazine


Liked best: Huge number of practical examples. Biggest Ah Ha: "So..." I've been assuming people intuitively understand the value of what I tell them. Thanks for reminding us 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.   - Matt Moore, Account Executive, Ohio Magazine


Thank you. Excellent refresher course interpreted with new ideas. Energetic, creative! Biggest Ah Ha: So   - Richard Osborne, Publisher, Ohio Magazine


Liked best: Thoughts on discounting off rate card. Biggest Ah Ha: If you lose in the CPM game, don't play it! A lot of thought went into structuring a rate card. Applying sales techniques into a rate card. Very effective.   - Karen Matusoff, Associate Publisher, Ohio Magazine


Liked best: Everything! The whole workshop kept my attention, and I can't wait to use what I learned. Biggest Ah Ha: So...   - Katie Palazzo, Sr. Account Executive, Renaissance Publications


Liked best: Questions we are not asking... but will be!   - Kelley Faucheux, Executive VP Sales, Renaissance Publications


Liked questions to ask clients best. Biggest Ah Ha: Gems   - Jonee Daigle-Ferrand, Sales Manager, Renaissance Publications


Good presentation. Biggest Ah Ha: Good refresher on several important fundamentals   - Kieran Keating, Advertising Director, Rhode Island Monthly


Liked best: If you discount, you and your Advertiser will think... Don't sell yourself as a commodity.   - Ali Zamanian, New Media Director, Sacramento Magazine


Many specific and helpful examples. Biggest Ah Ha: Referrals. Would like more on Cold Calling Technique   - Stephen Childs, Publisher, Sactown Magazine


Liked best: Tactics on getting in with a difficult person. Biggest Ah Ha: Sell benefits   - Aleisha Stultz, Account Executive, St. Louis Magazine


Liked best: Questions. Biggest Ah Ha: Sell benefits, not only features   - Angie Henshaw, Account Executive, St. Louis Magazine


Liked best: List of key questions and Getting In tactics. Biggest Ah Ha: Referrals.   - Steven Rosenberg, Publisher, Tucson Lifestyle


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!! Rate order. It helps to hear suggestions and ideas from someone who has done this before.   - Kyle Osborne, Account Manager, Whittaker Publications


Liked best: Candor, "Duh" points, Entertaining. Great ideas that are actually doable. Biggest Ah Ha: The rate card… duh! Excellent.   - Chris Elston, Associate Publisher, Wichita Magazine


Liked best: 27 Questions and feature/benefits. Biggest Ah Ha: The personal touch and marketing efforts.   - WQED Pittsburg, Ed Kost, Advertising Director