Skill Building Articles

Welcome to our on-demand training library of cutting edge articles from our industry experts. All of these materials are available free for our clients, learners and site visitors.  These articles demonstrate Internet Advertising Institute’s commitment to plain talk  and success in the field of Internet advertising and digital marketing sales.

We invite you to browse through and discover resources you can use today and come back frequently to see the new materials we will be adding to our growing archive.

• Conquering the Sales Callback Challenge
• Online Display Marketing Sales – Vocabulary of Targeting Sales
• Pricing Models and Controversy for Online Display Advertising
• Account Managers’ Five Essentials for Success
• Effective Preparation For Selling Online Display Advertising – “Follow Your Knows”
• Selling Social Media Marketing – Dodging Common Mistakes to Success
• Pipeline Management Made Easy With Deal Flow

Steven Bookbinder

Expert Author Spotlight: Steven Bookbinder

Steve Bookbinder, CEO and lead trainer for Internet Advertising Institute has over a decade of experience selling online media, search engine marketing, and advertising.

He has written and co-written more than 25 books, articles and audio training programs, including How to Be Your Own Coach.

We know will benefit from and enjoy the insights “Steve” provides for sales people in the fast paced world of digital media advertising.

Skill Building Articles from Internet Advertising Institute

• Conquering the Sales Callback Challenge

  Getting Prospects to Respond to Your Sales Calls
  The major challenge most sales professionals face: how to get the call-back. We all know without this critical step, the rest of the sale will never occur. This article provides an inside track on solving this problem-some dilemma. Join us for another terrific sales training resource.  Start your phone ringing now! Read on….

• Online Display Marketing Sales – Vocabulary of Targeting Sales

  Some sites and most networks only serve ads in places where the site content around the ad is “contextually relevant” to the ad. For example, showing a sneaker ad among running and exercise content… Discover how these effective placements are not just happenstance.

  Half the battle for making this happen is learning the vocabulary to communicate your vision and needs. This article will advance your skill base to reach those goals. Read more now…

• Pricing Models and Controversy for Online Display Advertising

  People outside the field, do not realize it, but the life of the online display account executive is one of negotiation, controversy and problem solving! Long gone are the days of reading prices off a sheet and filling orders by rote. Don’t miss out on the excitement, this article can be a refresher or introduction to some of the key terms and issues which need to be navigated to be successful in this innovative and quick-paced industry.  Read on….

• Account Managers’ Five Essentials for Success

  In the same way that baseball fans root for great pitchers, expecting them to save the game, everyone relies on one company person and counts on them to “save” each client they touch. Who is this key person to every successful company?
  • It is the Account Manager!

    Read more of this compelling article on an essential topic…..

• Effective Preparation For Selling Online Display Advertising – “Follow Your Knows”

  If you want to be a successful salesperson of online advertising, follow your “Knows.”There are seven things you absolutely, positively must know in order to compete in this industry. This article helps prepare sales people to achieve better results. As you read this article, ask yourself: “How well do I know and practice these?” Read more…

• Selling Social Media Marketing – Dodging Common Mistakes to Success

  • Have you been lured into the “seven sins of social media”? The idea is nagging you, isn’t it? No problem, just join me as I reveal these pitfalls and the related vital strategies for maximizing social media marketing and its sales. You just might avoid some costly mistakes…….
  • Read more of this article, Selling Social Media Marketing….

• Pipeline Management Made Easy With Deal Flow

  • Learning and leveraging the three prospect stages can profoundly increase sales productivity. This article provides timely strategies to make this happen.

The three stages?

Stage one: People who have had a first meeting with you and who have agreed to talk with you again at a specific date and time.

Stage two: Right budget, right person, right plan – and your contact has agreed to talk with you again at a specific date and time.

Stage three: verbal agreement to do business with you; clear start date……
Read more of this article, Pipeline Management Made Easy With Deal Flow

Check back to our Skill Building Articles page often, as more articles are added frequently!

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