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Jim ranks in the top 1% for the media industry on LinkedIn's Social Selling Index. See what he's all about by clicking on the LinkedIn logo.THE STUFF JIM DOES
Marketing Strategy Training ⋅ Sales Management Alignment ⋅ He Makes People Think ⋅ Customer Segmentation Strategy ⋅ Brand Positioning Strategy ⋅ Client Onboarding Process ⋅ He Makes People Laugh ⋅ Client Optimization Process ⋅ Capabilities Recommendations ⋅ Market Development Plans ⋅ Presentation Development ⋅ Client Pitches ⋅ Client CNAs ⋅ He Makes People Believe ⋅ Sales Narrative Development
“Jim is our Professor…constantly teaching and mentoring both rookie and veteran sellers.”
Media Sellers, Meet Marketing Know-How
What can I say…I live for this…giving media sellers the business and marketing education that they need to compete in today’s complex and sophisticated environment.
Helping them understand all there is to sell, how it all works, what to recommend and, most importantly, WHY to recommend it.
All derived from 30+ years of experience in a diverse array of media and marketing roles, from journalist to political consultant to PR and Promotion agency honcho to media sales rep to media company business development executive.
My mission? Impart the fundamentals of business and marketing theory to empower media sales reps with confidence, insights and a strong point of view so they can ask better questions, earn bigger assignments, and close and renew more business. In short, to help sellers know more so they can grow more.
THE STUFF JIM DOES
Marketing Strategy Training ⋅ Sales Management Alignment ⋅ He Makes People Think ⋅ Customer Segmentation Strategy ⋅ Brand Positioning Strategy ⋅ Client Onboarding Process ⋅ He Makes People Laugh ⋅ Client Optimization Process ⋅ Capabilities Recommendations ⋅ Market Development Plans ⋅ Presentation Development ⋅ Client Pitches ⋅ Client CNAs ⋅ He Makes People Believe ⋅ Sales Narrative Development
Marketing IQ…with a Point of View
That’s what I do. I fill a void in the media sales training space by focusing on marketing theories and models while challenging media sellers to adopt and nurture a point of view.
Is Traditional still effective? Can Digital do it all? How do they work for (and even against) each other? These fundamental questions will be asked, answered, discussed and debated during our engagement. In the process, your sellers will grow their business and marketing acumen, which will translate into confidence, swagger and, ultimately more sales and renewals.
And as important as knowing what my training is, so is understanding what it’s not. Like closing techniques. Account list management. Tactical tutorials about how this and that works. Nope. I bring business and marketing strategy knowledge to your sales team. That’s what makes me unique and, to your organization, uniquely profitable.
Before I Can Train, We Need to Think The Same
A significant media sales training weakness I’ve seen first-hand in 30+ years of experience is the ”consultant-client disconnect.” That’s when the consultant and the client haven’t synced up on things like…what the client already has in place that’s working well…what the existing elevator pitch is is…what the client’s unique and compelling assets are…and what existing marketing and media point of views exist within the organization. So I see myself as a collaborative consultant, someone who’s going to understand and celebrate what you’re doing well. That’s why it’s crucial to approach our engagement in four steps:
The POV Test: This happens before we even agree to work together. I’ll pitch you and your team my “Point of View” deck and you’ll decide if we’re a good fit (the deck will also outline my standard training process, subject to change with your input).
The Discovery Phase After we agree to work together, I’ll dig in on your process, assets, narrative, and capabilities to ensure I have a solid working understanding of the roads you’ve been down and the one’s you’re planning to explore.
The Consensus Phase I’ll bring my entire training curriculum in to focus for your team to make sure you’re on board with me and each other. We can’t have any disconnects at this point. After all, we’re about to train!
The Training One or two days. Just the training or a combination of training and what I call a “Biz Dev” day that’s set aside to work on cracking real prospects, developing real solutions and/or creating new assets to sell. Your call.
THE STUFF JIM DOES
Marketing Strategy Training ⋅ Sales Management Alignment ⋅ He Makes People Think ⋅ Customer Segmentation Strategy ⋅ Brand Positioning Strategy ⋅ Client Onboarding Process ⋅ He Makes People Laugh ⋅ Client Optimization Process ⋅ Capabilities Recommendations ⋅ Market Development Plans ⋅ Presentation Development ⋅ Client Pitches ⋅ Client CNAs ⋅ He Makes People Believe ⋅ Sales Narrative Development
What The Sellers Say
I’ve been at this a whole lot of years for a number of well known media companies. Recently, my former staff was asked to describe me, anonymously, for a leadership program. Here are their verbatims. Needless to say, I was flattered. Now my goal is to generate the same kind of feedback from your staff during and after our engagement.
“Jim is a mensch and marketing savant who brings a level of sophistication that we need, along with a contagious energy and passion that fills the building with confidence.”
“You will not find another person who exudes the enthusiasm and vision that Jim possesses. He’s the ultimate champion of new ideas and projects and is always innovating and finding new ways for us to succeed.”
“Jim has a brilliant mind and is at the forefront of industry trends.”
“Jim’s business and marketing knowledge runs deep, and he’s just as comfortable sharing it in the sales pit as he is in the boardroom.”
“We can count on Jim to develop insights and strategies to make a client campaign successful.”
“Jim is a champion of change with a deep understanding and respect for process and workflows.”
“Jim keeps the team motivated and inspired and challenges them to make the best possible choices for their clients.”
”Jim is one of those rare people who uplifts and communicates appreciation for the contributions and efforts of others.”
THE STUFF JIM DOES
Marketing Strategy Training ⋅ Sales Management Alignment ⋅ He Makes People Think ⋅ Customer Segmentation Strategy ⋅ Brand Positioning Strategy ⋅ Client Onboarding Process ⋅ He Makes People Laugh ⋅ Client Optimization Process ⋅ Capabilities Recommendations ⋅ Market Development Plans ⋅ Presentation Development ⋅ Client Pitches ⋅ Client CNAs ⋅ He Makes People Believe ⋅ Sales Narrative Development