Friday
2 to 5 pm
A Digital Sales Training Guide
Presenters: Patrick Mersinger and David Walker, Washington City Paper
The key to good digital sales is good digital training. Patrick Mersinger of the Washington City Paper will show you how the City Paper reps have become digital sales leaders, and will provide you with the tools and setup necessary to implement sales strategies immediately when you return to your publication.

Saturday
9 am to 12 pm and 2 to 5 pm    (This is a full-day session with a break for lunch.)
Playing to Win: Selling in the Current Economic Environment
Presenter: Stephen Pia, Coach Media
It is easy to use the economy as an excuse for poor sales numbers and performance. Great media companies and their salespeople see it as an opportunity -- through discipline, hard work and a strong strategy -- to gain share and be poised for growth when the economy improves.  Easier said than done you say? We know it's not easy. That's why we've developed this session to teach immediate actions you can take that will impact your sales results.

While marketing budgets have been cut, companies are still spending money. This session will help you capture or keep your share of what your customers and prospects have to spend. You’ll learn a proven process that includes what questions to ask to determine what they can/will buy and how to gain commitment for your integrated advertising programs. You'll also find out what you can do now to be well-positioned when your customers and prospects increase their marketing spend. And since our industry historically lags the economy by 12+ months, this session will be critical to your success in 2010 even as we expect the economy to show some improvement by then.

In this session, you will learn how to:
1.     Play to Win vs. Playing Not to Lose
2.     Take Advantage of the Opportunity to Steal Market share
3.     Know That Your Clients Need You More than Ever, and Help Them Realize It
4.     Capture Your Share of What is Being Spent
5.     Educate Your Customers and Be a True Marketing Partner