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Breaking Down Big Data
Ryan Dohrn Founder, Brain Swell Media 360 Ad Sales Training Systems [email protected]
@RyanDohrnwww.360AdSales.com
Advertiser education 101.�
Using data in your pre-call set-up.�
Using data to drive sales calls.�
Using data to drive ROI.�
Improved sales proposals.�
Advertiser education 101.• Adver9sersDONOTbuywhattheDONOTunderstand!
• Createapathofleastresistance.• Createsimplesalesonesheets.• Prac9cethesimpleapproach.• Don’ttrytosavetheworld.• Usevideostoexplaincomplexissues.
@RyanDohrnwww.360AdSales.com
Using data in your pre-call set-up.• Whatdataisimportanttotheclient?
• Whatdatamightsurprisetheclient?
• Whatdatamightmaketheclientmad?
• Whatdatamightoverwhelmtheclient?
• Howdoyouincorporatethatintoyourpre-mee9ngsalestemplates?
@RyanDohrnwww.360AdSales.com
• HiBob,Ihaveareallyuniquewaytoputyourcompanyinfrontof15,000poten9alnewcustomersinthenext30days.CouldIhave10minutestosharethisnewideawithyouthisweek?IPROMISEtonotwasteyour9me…10minutes.
@RyanDohrnwww.360AdSales.com
• HiBob,Ihavediscoveredasmallgroupofhighlyinfluen9alcustomersthathaveexpressedinterestinaproductliketheS100.CouldIhave10minutestoshareanideawithyouthisweek?IPROMISEtonotwasteyour9me…10minutes.
@RyanDohrnwww.360AdSales.com
Using data to drive sales calls.• Becarefultonotshowupandblowup.• Findoutifyouraredealingwith“DataDiane”or“NormalJoe”.
• Donotpresentabuffet.Getspecific.• Usecompe99vechaostodrivethecall.
@RyanDohrnwww.360AdSales.com
Using data to drive • BegintoexplainwhatROIreallymeans.• GuidethemtounderstandthatsmalleListsaremoreexpensive.
• Explaintarge9ng.Useexamplesthatmakesense.10goodprospectsvs.1,000chances.
• Theperfectmarriageisbetweentheperfectmessageandtheperfectaudience.
@RyanDohrnwww.360AdSales.com
WhichisbeaerforROI?
Improved sales proposals.• Dataaddssubstancetotheproposal.• DataincreasestheROIimpact.• Mostmediais“vapor”.Dataisfactual.• Besuretomanageexpecta9ons.• Whataretheexpectedvs.promisedresults.• TryA-Btes9ngofproposals.Whenyoufindonethatworks…rinseandrepeat.
@RyanDohrnwww.360AdSales.com
Where do you grow �from here?
• Iden9fyopportuni9esbasedonthedatayouhave.
• Nodata?Getrollingorgetrolledover.• Determinewhatdataisrightforwhatclient.• SegmenttoimproveROIandtotalsales.• Iden9fyproposalsthatworkandre-use.• Prac9ceallaspectsofusingdata.
@RyanDohrnwww.360AdSales.com
@RyanDohrnwww.360AdSales.com
Breaking Down Big Data
Ryan Dohrn Founder, Brain Swell Media 360 Ad Sales Training Systems [email protected]
@RyanDohrnwww.360AdSales.com
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