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INN Coaching: Sharpen Your Sales Skills

April 11, 2019 @ 5:00 pm - 6:00 pm EDT

|Recurring Event (See all)

One event on July 11, 2019 at 5:00pm

One event on May 9, 2019 at 5:00pm

One event on August 8, 2019 at 5:00pm


Need to elevate your selling skills to achieve your revenue goals? Join INN's sales coaching peer group led by coach Ebony Reed. Leave with the knowledge and confidence you need to raise more money and achieve sales success for your news organization.  Limited space.


Register for all the sessions in the series or for individual sessions.


Craft a winning value proposition

Thursday, April 11

Learn how to quickly state your value and why a business or organization should partner with your local news site. Grow your knowledge and share examples with colleagues around the country on how to determine who is the decision maker in within an organization. Develop a 90-second elevator pitch that should keep you ready to share your value when you connect with the right person.


Explore and experiment with revenue models

Thursday, May 9

All great, sustainable innovation has to be tied to ways to make money. Learn the eight most common revenue models and work toward applying at least one you’ve never considered to a new idea. Practice makes perfect. And if we don’t train our brains to think about revenue models and how to use them then we won’t necessarily see new opportunities when they are right in front of us.


Negotiate along the way

Thursday, July 11

Earning the client’s business and closing the sale can be smoother if you make small negotiations along the way. Learn how to ask the right questions and seek client and prospect agreement along the way, so you don’t end the sales cycle in surprise with a large number of issues left to negotiate. Also, learn best practices in negotiation strategy, so you can be best positioned for the back and forth in the sales process.


Grow a social presence as a sales leader

Aug. 8

It may seem that life is too busy to worry about your social presence as a sales leader, but clients and prospects read your postings in Twitter, LinkedIn and Facebook, if you have public postings. Develop a strategy that ties some of your posts to your products and campaigns. Discuss how to develop a digital presence as a sales leader and share best practices with your colleagues across the country.




April 11, 2019
5:00 pm - 6:00 pm


Institute for Nonprofit News