Event Attendees Come excited.
Leave motivated.

To boost attendance at your next sales meeting or publishing conference, call Helen Berman. Your attendees will arrive excited, stay attentive, and leave motivated, informed and eager to put new ideas into action.

"Helen delivers the depth, breadth, intellectual understanding and passion that educates and captivates audiences worldwide. For more than 20 years, Helen has been the go-to mentor in advertising sales training, speaking on everything from negotiations to closing to cross-media buys. Her lively and stimulating sessions have transformed thousands of salespeople, executives, managers and publishers into excited sales leaders."  Donna Sanford, Expo Magazine

Most speaking topics can be addressed at any length, from 1.5 hours to full-day sessions. Conference provider receives a master copy of handouts to copy for each attendee. While we have noted a list of popular speaking topics, please contact Helen to discuss your conference interests and she will put together the freshest material to wow your audience. Books and CD's are also available. As Helen is a popular trainer, be sure to call in advance to book her time and plan for your event's success.

NEW EVENT SEMINAR:

"Selling in Exhibit Space in a Slow Economy"
Contact Helen to book this timely seminar at your next meeting or event. 

"Thank you for such a great job teaching “Selling Exhibit Space in a Slow Economy” on July 22, 2008! The event was one of the most well tended educational offerings we’ve had in a few years. Comments from attendees are quite impressive and many mentioned that they would recommend this session to colleagues. Thanks again and job well done!" Stephanie Selesnick, CEM Chair, SWIAEE Education Committee

Helen's conference and association speaking engagements include:

The Folio: Show

American Business Media

Magazine Publishers of America

Canadian Publishers Association

Western Publishers Association

Georgia Magazine Association

Florida Magazine Association

American Medical Publishers Association

American Horse Publishers Association

Jewish Publishers Association

American Hispanic Print Association

International Association of Exposition Managers

Expo Magazine

City and Regional Magazine Association

Society of National Association Publications

Popular Berman speaking topics include:

The Marketing Consulting Approach to Sales
Learn to become the indispensable partner to your client's sales growth. By uncovering the goals and needs of clients, your salespeople learn to forge marketing alliances that spell profits.

Attendees will learn:
Tips to becoming a media industry expert
Needs "diagnosis"
Ensuring the sales callback
Selling from the client point of view

Positioning Your Integrated Media for Sales Growth
Whether you produce a magazine, Website, show or event, your media properties are like no other. Learn to demonstrate how your media products delivers results at the right time and in the right way. 

Attendees will learn:
Uncovering your Unique Selling Proposition--and making it pay
Matching readership to the client's target market
Seeing your media from the client's perspective
Analyzing--and overcoming--the competition

Profiting from new media: Internet and integrated media sales
New media poses limitless advertising choice, opportunity--and confusion. Too much choice can paralyze advertisers and stymie salespeople. Discover how to craft sales opportunities that make it easy for your client to buy.

Attendees will learn:
The ins and outs of today's media choices
Matching media choice to advertiser need
Turning value-added freebies into profit centers

Creating the Killer Sales Presentation
Great media products deserves a great presentation.  Discover how to captivate your client with a sales demonstration that builds step-by-step from intrigue to enthusiasm.

Attendees will learn:
Structuring the sales message
Combining data and anecdotes for compelling content
Tying client needs to sales solutions
Building up to sales recommendations

Action before the sales call: Pre-call planning and probing techniques
Successful sales begin long before the first call. Learn to use targeted needs analysis and probing skills to move clients into an enthusiastic commitment. 

Attendees will learn:
Diagnosing client goals and needs
Secrets to that all-important callback
Asking questions that lead to "yes"
Moving clients step-by-step into the sale

Heading off the "no": Overcoming Sales Objections
The sure way to "yes" is to keep the client from saying "no" in the first place. Objections often signal a missed sales opportunity. Discover how you can keep the client on your side, anticipate his needs and fears, and build the confidence and motivation that leads to the sale.
 

Attendees will learn:
The psychology of objections
Distinguishing a "sell me" opportunity from the brush-off
Gaining through "mini-agreements"
Matching your selling style to your client's buying style

Timing the Sales Close--and making it stick
Succeeding in sales means knowing when to ask for the contract.  Your client will always tell you when he's ready to buy--if you know what to look for and how to seize the moment. Includes:

Attendees will learn:
Secrets to building step-by-step to the close
Recognizing the ready-to-buy moment
Closing fence-sitters, drivers and doubters
Keeping the client sold after the sale

Winning in Sales Negotiations
Yes, you can preserve the sale--and your magazine's integrity--even when clients want to deal. Learn how to sell the value of your media property, and how to assure advertisers that they'll benefit from knowing their media dollars are well invested.

Attendees will learn:
Positioning media for maximum advertising value
The art of active listening and response
Preserving the rate card--and your advertiser relationship
Proving the value of your CPQP--Cost per Qualified Prospect

Boosting your Sales Speaking Skills
On the podium (and in sales), nothing succeeds like enthusiasm and confidence. It's not just what you say, it's how you say it--and now is your chance to learn how to say it from one of the industry's most exciting speakers.

Attendees will learn:
Organizing a sales speech for maximum impact
Secrets to body language
Holding the attention of two, 20 or 200
Confidence-builders that work

Sales Motivation: What really works
Carrots and sticks go only so far.  True sales motivation depends on a compelling reason to pick up the phone every day and sell.  Discover how to beat the inevitable sales slumps and learn to ride the sales roller-coaster to success.

Attendees will learn:
The internal switch that jump-starts enthusiasm
Keeping perspective during down times
Motivation: Why rewards aren’t enough
Day-to-day tips for staying focused

Care and feeding of your Target Sales Accounts
Chasing new advertisers is great; keeping and expanding media buys of the ones you've got is better. In the race for advertising space, don't lose track of the veteran accounts that support your business, and don't put off those tough prospects either. Take time to set priorities. By maintaining top care of your target accounts, you maintain top profits for your business.

Attendees will learn:
Ranking clients for optimal time and territory management
Why your "favorite" clients might not be your best
Organizing sales calls for maximum payoff
Capturing the elusive but lucrative advertiser

Organize! Time and Sales Territory Management
Why do some people close three sales before lunch while others are still answering e-mail?  Discover how optimal time and territory management leads to a saner, more profitable--and predictable--sales career.

Attendees will learn:
The first thing you need to do each morning
Use (and misuse) of computers to organize
Making callbacks at the right time, in the right way
Getting out from under the paper pile

Managing your Sales Team
Great sales teams aren't born--they're managed. Learn to demonstrate capable, enthusiastic leadership that will penetrate all levels of your sales staff. You'll infuse salespeople with the skills, motivation and inspiration to capture clients and keep them sold.

Attendees will learn:
Secrets to recognizing and fulfilling sales potential
Motivation: What works, what doesn't
Turning salespeople into first-class marketing consultants
Mentoring towards sales success

Brand Management
In the new media world, selling is no longer about media choice; it's about brand choice. In an era of media integration, discover why (and how) brand integration leads to advertising success.

Attendees will learn:
Discovering the USP (Unique Selling Proposition) of your media brand
Integrating media under a common brand umbrella
Seeing your brand from the client perspective
Ensuring that media choices meet marketing needs