CSS has a whole catalog of Real-Time Workshops, ranging in length from two hours to a full day, in which two essential activities are taking place side by side: Skill Development and Revenue Development. Each is structured to use one or more real prospects which represent a current business opportunity, and to make real progress toward that sale while also teaching the pertinent techniques.
Examples of CSS Real-Time Workshops...
Proposal Review and Rewrite
Skill Development: How to write needs-focused proposals that grab the prospect's attention and compel him to buy.
Revenue Development: Polishing work on actual current proposals... recent, pending decision, or not yet presented.
Measurable Results Workshop
Skill Development: How to use available systems to ensure results when the salesperson feels she is on the line to 'deliver.'
Revenue Development: Saving accounts that will cancel due to poor results; and/or keeping first-time clients who need measurable results.
Beyond-the-Buyer Workshop
Skill Development: How to reach beyond the media department in agencies and to penetrate the advertiser's organization.
Revenue Development: Achieving bigger shares on specific buys, as well as developing Enterprise business with agency-represented accounts.
Agency Mapping Session
Skill Development: How to understand what each department in an ad agency does and what functions each individual performs.
Revenue Development: Gaining access to specific individuals and departments at key agencies in order to uncover new selling opportunities.
Agency Partnership Program
Skill Development: How to partner with advertising agencies by understanding the kinds of things they need help with.
Revenue Development: Increasing shares of regular agency ups, and finding new opportunities by being included in the marketing process earlier.
Pending Promotion Workshop
Skill Development: How to collect more information about, reframe, or even eliminate promotional requests by clients and agencies.
Revenue Development: Losing fewer buys and fewer dollars on currently pending avails, due to rejection of promotions by promotion committee.
Superior Avails Response System
Skill Development: How to gather all the necessary information when an avail request comes down, to allow for more successful negotiation.
Revenue Development: Scoring bigger (unfair) shares, at more acceptable rates, on currently pending opportunities.
Key Negotiation Workshop
Skill Development: How to develop pre-negotiation strategy and how to use specific negotiating tactics once 'the haggling' begins.
Revenue Development: Securing more profitable outcomes on actual pending negotiations with key advertisers.
Marketing Strategy Model in Action
Skill Development: How to use the CSS Marketing Strategy Model to help advertisers develop or enhance marketing strategy or positioning.
Revenue Development: Developing major strategic campaigns for big bucks, instead of minor tactical orders for nominal dollars.
Valid Business Reason Workshop
Skill Development: How to prepare focused reasons, valid from the customer's point of view, which result in their granting appointments.
Revenue Development: Getting more and better appointments with key decision-makers at specific new or existing accounts.
Broadcast Copy Development Clinic
Skill Development: How to facilitate the processes involved in creating effective on-air copy for advertisers.
Revenue Development: Delivering better results for specific clients, leading to more/larger/quicker renewals, more referrals, stronger control.
CNA Topic Focusing Session
Skill Development: How to prepare a more powerful, more focused Client Needs Analysis; one more likely to uncover a Key Marketing Challenge.
Revenue Development: Uncovering Key Marketing Challenges from specific Target Accounts, paving the way for solution-oriented proposals.
Staff CNA/Solution Meeting
Skill Development: How to conduct an effective CNA, from the initial Contracting to the Six-Step CNA Wrap-up—and what to do next.
Revenue Development: Impressing a Target Account with the staff's marketing acumen, finding a specific need, and moving forward.
Post-CNA Account Development Clinic
Skill Development: How to proceed once the CNA is complete—which systems to use when... and how.
Revenue Development: 'Unsticking' the sales process by determining what steps to take next to move toward a powerful proposal.
Target Account Planning Workshop
Skill Development: How to select the very best prospects for new business development and how to build a Plan of Approach for each one.
Revenue Development: Establishing which specific accounts deserve to be called on now; and creating a specific plan to get the appointment.
Workshop Schedule
For more information or to schedule one of the above programs, contact your CSS Consultant.