MAY 18: ACCOUNT EXECUTIVES WEBINAR
GETTING IN TO SEE THE HARD -TO-SEE PROSPECTS
* Your 5-Step Voicemail Blueprint for getting more of your calls taken
* Why you must avoid promiscuous prospecting and how to do exactly that
* How to warm up a cold call with a relevant opening line
* Two powerful subject lines that get prospects and clients to open your emails
* Why ideas sell better than salespeople
* The forgotten way to make a powerful first impression

JUNE 15: SALES MANAGERS WEBINAR
TWELVE SALES MANAGEMENT LESSONS YOU SHOULDN’T HAVE TO LEARN THE HARD WAY
* Getting your salespeople to help you bring the new hire up to speed
* Why salespeople tell you what they think you want to hear
* The phone call you want to be making at least once a quarter
* How to get salespeople involved in creating standards of performance and being more accountable
* The very best advice from sales executives interviewed for The Accidental Sales Manager
* Your roadmap for being a more effective sales manager

AUG 17: ACCOUNT EXECUTIVES WEBINAR
ADVANCED CONSULTING SKILLS FOR BROADCAST SALESPEOPLE
* How to think about consultative selling today
* Something Earl Nightingale said about expertise
* 3 Instant Needs Analysis Tools you can use instantly
* Getting prospects and customers to prepare for your upcoming meeting
* A powerful questioning technique that gets customers to tell you things they don’t tell other reps

AUG 19-20: ABA ANNUAL CONFERENCE SALES SESSIONS
HYATT REGENCY/WYNFREY – HOOVER
Speakers and topics TBA

SEPT 14: SALES MANAGERS WEBINAR
SCARCE TALENT: FINDING AND HIRING THE BEST PEOPLE
* What to do with a salesperson who has sold better in the interview than they do on the job
* Why it’s critical to hire for traits rather than skills and experience
* The question to ask the candidate before they sit down
* The #1 resume reading mistake and how to avoid it
* How to make your hiring process more reliable by doing these two things
* Building your own structured hiring systems
* Why you need to ask these 2 embarrassing interview questions

NOV 16: ACCOUNT EXECUTIVES WEBINAR
HOW TO “TALK” ADVERTISING WITH YOUR PROSPECTS AND CUSTOMERS TODAY
* Why the ability to talk about advertising and how it really works is what will differentiate
you from the parade of media reps in your market
* The two most important things you’ll ever learn about advertising
* What to say when a client says, “Nobody mentioned my ad.”
* How to get the advertisers’ customers to mention their ads -a true story
* 5 concepts to share with your advertisers in your next meeting
* Why you need to learn from these 3 advertising legends

DEC 21: SALES MANAGERS WEBINAR
THE COACHING IMPERATIVE
* How to determine when to coach and when to conduct one-on-one training
* What today’s top business coaches are teaching their “players”
* Why you need to stop giving answers and solving problems and start asking more
questions
* Chris Lytle’s #1 rule of coaching
* Plug and play: 3 coaching models you can use immediately after the session
* The crucial role enjoying their job plays in your salespeople selling more
* The very best all-purpose coaching question