Red 7 Media - (Page 11) SALES TRACK The Sales Core Skills program is designed for sales executives looking for new skills or refresher training on key skills, while the Advanced Skills program examines critical strategic and organizational issues for the senior sales manager. FOLIO SHOW THE 2007 PART II: ADVANCED SKILLS TUESDAY, SEPTEMBER 25 SPEAKER Shelagh Daly Miller Associate Publisher, Advertising AARP Integrated Media Sales 2:15-3:00 p.m. MANAGING SALES OUTSOURCING It can seem like a quick and easy fix—extend your sales reach with independent rep firms and other outsourcing solutions. But every sales leader knows that sales outsourcing presents unique challenges of both management and motivation. When should you consider outsourcing versus internal staff? And how do you manage the transition from one to the other, in either direction? SPEAKER Scott Parmelee Publisher Outside 3:15-4:15 p.m. BUILDING AND MOTIVATING A SALES FORCE FOR TODAY’S MEDIA COMPANIES It’s a bit of a cliché, but still profoundly true: It’s harder than ever to build and motivate a sales force in magazine media. Change dominates everything, so what you knew a year ago may be irrelevant now. Never mind what you knew 10 years ago. You need to hit and grow print budgets, build an e-business from scratch, learn the lingo and the products, train your people, move out the ones who can’t adapt, and keep those who remain engaged. Not easy. Andy Hersham VP & Publishing Director Runner’s World Eric Zinczenko Group Publisher Time4 Outdoors SPEAKERS 4:30-5:30 p.m. INNOVATIVE COMMISSION STRUCTURES With everything salespeople are being asked to sell these days, how are commission structures and plans evolving to recognize an increasingly complex product mix? How do you incent your sales team to sell what’s best for the company, not just for them? As a salesperson, how can you protect your compensation package from being twisted out of all recognition? In this session, sales and compensation professionals offer insights on how to create packages that are win-wins for the publisher and the salesperson alike. WEDNESDAY, SEPTEMBER 26 8:30-9:15 a.m. MONETIZING WEBCASTS AND PODCASTS Almost every publisher is jumping into multimedia, often pushed by client demand. In this session we cover innovative ways publishers are integrating these popular options into packages that sell. We’ll cover costs, pricing, marketing and results, as well as your options when it comes to in-house vs. outsourcing. We’ll also look at the pitfall and challenges: Can these businesses really scale? How do you prevent promotion of these programs from exhausting the ability or willingness of your audience to absorb your content? And how do they complicate your relationships with advertisers and sponsors? SPEAKER James Fishman Group Publisher AARP Publications Vice President AARP Services, Inc. 10:15-11:00 a.m. THE ROAD TO PUBLISHER Time was, it used to be a straight shot to the publisher’s chair—sales exec, regional manager, ad director and you were a heartbeat away. No more. Publishing organizations are requiring their publishers to be more well-rounded, with deeper understanding not just of the rest of the traditional publishing organization (edit, marketing, circulation) but also of the new businesses and platforms on which you’ll be expected to show leadership: online, rich media, e-marketing and database services, and more. Are you ready? Some of today’s most successful new publishers share their roadmap to the top. SAVE $100 BY REGISTERING BEFORE AUGUST 17 (see page 26) FOR MORE INFO: VISIT FOLIOSHOW.COM OR CALL 866-966-6650 x1126 11 http://www.folioshow.com
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