Digital Media Training: How to Increase Confidence When Selling Digital
Selling is a
Digital Media Training provides sales skills and digital media sales training.
We combine traditional training methods with the latest developments in
tracking, reporting and mobile learning.
Digital Media Training is a company that specializes in training legacy broadcast
sales professionals on the language and techniques of digital media selling.
Through our customized workshops and unique mLearning platform, Digital Media
Training aims to help sellers increase their level of understanding and confidence
in discussing the latest digital platforms and cross-platform advertising opportuni-
ties with their clients and advertising agencies.
Our training is heavily customized to address each media client’s unique
offering and competitive position.
Digital Media Training can help.
Learn from the best.
Steve Bookbinder is the CEO and cofounder of Digital Media
Training, a company started in 2009. Steve is a leader,
innovator, trainer, and coach. He has helped many companies
increase their understanding of the internet advertising
ecosystem, improve account penetration and new business
development, as well as provide additional tips for objection
handling and increasing sellers’ confidence.
Digital Media Training believes selling is an ongoing challenge
today more than ever before and the key to successful selling
is training…with the right content and the right delivery. DMT
trains sellers on how to leverage the power of technology and
media sellers in particular on how to be fluent in all aspects of
the digital landscape.
In addition to delivering more than 500 keynote speeches at
national sales meetings, Steve has conducted more than 3,000
training workshops and trained, coached and managed more
than 35,000 sellers and managers from leading companies
around the world for more than 20 years.
How we make it happen.
Digital Media Training (DMT) can deliver a comprehensive sales
training program designed to improve your seller’s overall digital
knowledge and build confidence in their ability to converse intelli-
gently about your digital offerings in front of clients/agencies.
Our goal is to also help your team be more effective in building
integrated solutions for your client base.
To accomplish this, we will implement a multi-phase program
incorporating extensive due diligence, live workshops, ongoing
coaching, management reinforcement and our mLearning platform.
Continue reading to see a sample training agenda.
1. Interview with key stakeholders to better understand your company’s digital offerings.
2. Talk to sellers to determine their sales process and obstacles they face closing digital business.
3. Work with sales managers to understand their process and specifically, how they coach their teams in
the digital sales process.
4. Conduct a pre-training assessment evaluation.
5. Provide a detailed report of our due diligence findings with a specific plan to roll out the training
6. Develop the workshop agenda and follow-up reinforcement curriculum.
7. Finalize implementation.
7 Steps to Sales Success
Phase 1 - Due Diligence
Developing Your Digital Skills
We deliver live workshops
geared to improve overall digital
skills of your company’s sales
force. The workshops
focus on preparing your sales
team for intelligent conversa-
tions with their clients.
We will cover the following
topics during our one or two-day
1. Digital Landscape
2. Advertising Opportunities.
Examples: Paid, Owned, Earned
Media, Display, Video, Search,
Social Platforms, and Mobile
3. Metrics & Internet Math/
4. Preparing for Digital Sales
Meeting - 8 Step Process
5. Selling Against Competition
6. Understanding Client Needs &
Asking the Right Questions
7. Role Playing using case studies
from your clients/prospects
Digital Marketing Training - Live Workshops
Phase 2 - Program Implementation
Digital M.O.S.T. (Multimedia
Ongoing Skills Training):
We accomplish the goal of
creating measureable improve-
ment of skills and productivity
through multi-phase, multimedia
training process where learning
continues out of the classroom
and "just in time" on the job.
Training becomes part of the
culture, and learning is ongoing.
This model provides ongoing
training five days a week in the
form of video podcasts and
emails. Here's how it works:
1-2-minute video podcasts are
pushed out to the learner and
arrive Monday-Thursday. They
are accessible from any desktop
or mobile device. Each brief
video podcast focuses on an
essential element of a selected
digital topic then breaks it down
into core ideas, strategies, tactics
Follow-Up Application Email:
Follow-up emails are pushed
out to the learner that reinforce
those core points and prompt
them to apply what they learned
to their specific job or task.
M.O.S.T. in Motion Calls –
Ongoing Engagement Process:
These are virtual-live sales
training sessions via telephone
with participants to ensure they
are keeping the program alive
and have all the necessary tools
The learner will take an
assessment tests for each
M.O.S.T. These assessment
scores are tracked and are used
to track completion of each
M.O.S.T. podcast through our
proprietary dashboard platform.
Reinforcing Your Digital Skills
Phase 3 - mLearning Platform, Digital Skills Reinforcement
Contact Digital Media Training today for more information on
our programs and professional services.
We look forward to speaking with you.
Contact: Bill Acker, VP of Sales
Address: Digital Media Training
112 W 34th Street
New York, NY 10120
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