Learn how to master the art of; finding, selling and retaining local, small and medium sized business advertisers. An innovative, fact based approach to the strategies and structure you need to effectively grow new, incremental and sustainable revenue from the most lucrative advertiser pool in America. ~ Mark Greene

1. Generating New Revenue from
Small Business Advertisers
Presented by Neil Tanner, Global CEO at NRS Media
Facilitated by Mark Greene, Midwest Director of Business Development (312) 473-0673

2. 1: MANY SALES SKILLS
• Value based.
• High maintenance.
• Renewal + retention.
• Large # customers.
• High cost of sale.
1: FEW SALES SKILLS
• Relationship based.
• Deeper engagement.
• High recurring Rev
• Smaller # customers.
• Field based
• Lower cost of sale.
1:1 SALES SKILLS NATIONAL
SALES
LOCAL
SALES
NRS
SALES
SMALL/MEDIUM
MID MARKET
LARGE
(Some marketing
resources)
(No marketing resources)

3. Don’t like being sold to.
See advertising as a cost,
not an investment.
Advertise only when they
need to.
Have little, or no
dedicated marketing
resources.
LOCAL ADVERTISERS

4. Spend more time
servicing current clients.
Prospect “when they
have time”.
Lack a disciplined,
scientific sales approach.
Have varied skills in
different aspects.
DIRECT SALES TEAMS

5. Overcoming advertiser reservations
with market education
TEACHES THE BENEFITS
OF LONG TERM
ADVERTISING
EDUCATES THEM
ON YOUR BUSINESS
AND HOW TO USE IT
SUCCESSFULLY
PROVIDES A SIMPLE
BUT COMPELLING
REASON FOR THEM
TO BUY FROM YOU
LONG TERM
RECALL, LOCAL
ADVERTISERS:
Don’t like being sold to.
See advertising as a
cost, not an investment.
Advertise only when
they need to.
Have little to no
marketing resource
MARKETING
EDUCATION

6. INCREASING TEAM PRODUCTIVITY
with extensive trainings
CHANGES & INSTILLS
EFFECTIVE BEHAVIOURS
SELF FUNDING
MEASURABLE TRAINING
REWARDING
PERSONALLY AND
FINANCIALLY
BUILDS CONFIDENCE IN
YOUR SALES TEAM
RECALL, DIRECT
SALES TEAMS:
Spend more time
servicing current
clients.
Prospect “when they
have time”.
Lack a disciplined,
scientific sales
approach.
Have varied skills in
different aspects
.
TEAM
TRAININGS

7. Thank you
Download The “Top 7” Guide Resources
Great topics to cover with ad sales staff on a regular basis - http://nrsmedia.com/resources/
and/or The “Squeezed Markets” White Paper
http://nrsmedia.com/battling-short-termism-squeezed-markets/
Call Mark Greene at 312-473-0673 with any questions