Simonsen Sales & Marketing


	INTEGRATED MARKETING Advertising Surveys Sales Positioning Marketing Messages: Web, Mobile & Print; Planning, Copy & Design Training Sales Staff to Utilize New Resources to Sell New Products We will help you develop your E-Media Sales strategy in a variety of ways. We can conduct phone surveys of your advertisers to see what products they will buy, their future plans for advertiser and other information important to your specific market. We will help you with the sales positioning of your new e-products. This is done from training your staff and from developing your marketing messages on the web, in mobile and in print. To do this we retain the services of excellent writers and designers. SOLVING MANAGEMENT HEADACHES Providing Management Resources Feedback on Sales Personnel Creative Solutions for Employee Challenges Talent Search We offer a professional opinion on the challenges that you are facing with your staff as well as creative solutions to these challenges. Often a creative restructuring that simply maximizes strengths and minimizes weaknesses solves the problem. See examples below under management solutions. If intervention doesn't work and a replacement is needed we will utilize our extensive network and do a confidential search to find the best person for the position. Our policy is to never recruit from a client, we never have, we never will. MANAGEMENT SOLUTIONS Solving management headaches confidentially with productive solutions. Examples of client successes are below. Can we help you with your current headache? PUBLISHER CHALLENGE #1 Publisher was not meeting revenue goals. SOLUTIONS Analyzed situation from all sides. Interviewed and spend time with staff. From information gathered, proposed a restructuring of publications. Recruited highly qualified manager to run media products. Repositioned current publisher to maximize strengths and minimize his weaknesses. RESULTS An increase to the bottom line as a result of a significant increase in top line revenue. PUBLISHER CHALLENGE #2 Magazine needed to reposition themselves on the web and in print. SOLUTIONS We conducted focus groups to find out the perspective of their advertisers. We developed a presentation for the salespeople to take on the sales calls to advertisers that showed the re-position’s benefits. We created a dynamic media kits to show off the redesign. We trained the sales staff to present this new approach. RESULTS Revenue increased as a result of the resources we provided and of the staff’s hard work . PUBLISHER CHALLENGE #3 A highly creative, effective Vice President/Ad Director wasn’t achieving goals. Details were falling through the cracks and there were time management issues with the onslaught of an overwhelming number of e-products. Integrated e-marketing programs were not being implemented and sold as forecast. SOLUTION Sales staff was trained to sell integrated marketing programs more effectively. VP was coached on strategies for improving work flow and maximizing time. The “second-in-command” began handling more details so the VP could focus on what he did best - develop creative marketing packages and motivate and manage his staff. RESULTS The VP and his sales staff sold a half million dollars in new integrated e-marketing programs the following year. PUBLISHER CHALLENGE #4 A plan for a large scale digital programs wasn’t working. The marketing department was spinning in circles and the ad sales staff did not understand how to sell the integrated programs. SOLUTION Sales force was trained to sell new digital packages effectively. The marketing department was surveyed: job descriptions, workflow, individual strengths, weaknesses and preferences. New job descriptions were written. Duties were streamlined so that critical work could be accomplished consistently. Essentially, this was a task of separating the marketing and sales functions, then training appropriate people to handle each job. RESULTS The sales department is now able to focus on selling a wide variety of Marketing Partnerships. The marketing department is now handling the logistics of a variety of programs resulting in a substantial amount of new revenue. PUBLISHER CHALLENGE #5 Publisher came from editorial side of magazines and was struggling with managing the sales side with all the complexities of a multitude of new e-products. The sales department had a lack of direction, little accountability and very few tools to help them sell the larger packages. SOLUTION A strategic system was developed to give direction and create accountability. Sales and marketing tools were created. The accountability system revolved around selecting key accounts and developing a strategy for closing each. This evolved into a territory review in which accounts are analyzed on a quarterly basis. The selling tools included a circulation audit, an improved media kit and a quality presentation. RESULTS A working plan and good tools which resulted in a significant increase in sales.