This half day course is designed to raise the level of sales acumen and effectiveness amongst our membership. In today’s ultra-competitive media sales environment, our members compete against a plethora of media sellers and media forms. Knowledge, information and training will help us best compete, share shift from other media and sell at the highest level of effectiveness and pricing.

This course is designed not only for media sellers, but for those teams involved in supporting the revenue generating process. This includes executives in research, marketing, operations and senior leadership positions that work with media companies or sales executives. Keeping the knowledge base up to date, not only on selling technique, but with data, mobile and programmatic acumen is key to share shifting ad budgets from other media forms to our members.

Intensive Sales Training•Core tried and true sales basic practices that deliver results•The important steps to successful media sales•The 4 “C’s” of media selling (conceptual, creative, challenger and client focused)

Important Media Education •What do other media bring to the table? Advantages, disadvantages?•Today and tomorrow’s changing media landscape

Digital Training•Digital and Mobile Sales, how’s it done?•How the Programmatic tech stack works•Programmatic and Data: an opportunity for sales teams•Mobile as a revenue stream

Research and data•Mobile data, location targeting•Digital data overview and tools•Nielsen media review and DOOH tools •Geopath; its use and tools

Date: April 7th, 2017Location: Midtown NYCSchedule: 8:00 B’fast,

8:30 Start10:30 Coffee Break

& Networking 12:00 Close

Contact noah.klas@dp-aa.org for pricing

Sales Training SeminarIn cooperation with and other business leaders

Sales Training Seminar: Instructors & SpecialistsBarry Frey President & CEO, DPAA

In addition to Barry’s current DPAA position, where he has been leading the industry’s embrace of programmatic, data, mobile and other digital tools, he has overseen sales and marketing across all media platforms and most continents for leading corporations.

His experience running divisions and building digital properties for Turner, USA Networks, The NBA and Cablevision has enabled him to continually fine tune and teach “The 4 C’s of Media Selling”, covering Client focus, Consultative sales, Creative innovation and Challenger success.

Matt Prohaska CEO & Principal, Prohaska Consulting

Matt leads Prohaska Consulting (PC) whose mission is to help organizations and executives solve today’s digital complexity. PC is a DPAA Member in good standing and has been instrumental in driving the DPB/DOOH industry’s programmatic standards.

Matt has been the IAB’s Curriculum Developer and Training Lead on Advanced Programmatic for Sellers and Buyers for past 3 years throughout N. America. He created the online media practice at BBDO, opened CNET’s NY office and was the Programmatic Director for NY Times.

Paul Lindstrom SVP Custom Research, Nielsen

With 25 + years of experience at Nielsen in television, radio, on-location groups, Paul currently oversees merging data sets, Nielsen Media Impacts (Fusion) and methodologies for the Digital Place Based / Cinema reports. He is an active speaker, DPAA member and well versed in data and research across media platforms.

Kym Frank President, Geopath

Kym Frank, a well-respected 20-year veteran of the media research industry, was elected TAB President at the 2015 OAAA/TAB Conference and then led its re-branding to Geopath. Geopath is the industry standard powering a smarter OOH marketplace – through state-of-the-art audience location measurement, insights, and market research innovation.

Her recent work at Symphony Advanced Media included ground-breaking media measurement, ad effectiveness research and ROI analysis across channels, including mobile, digital, TV, radio and GPS. Previously, she held leadership research positions at ZenithOptimedia and CBS.

Mike Gamaroff SVP of Channel Strategy, SITO Mobile

Mike Gamaroff is a specialist in emerging and converging media landscape, with a focus on IoT, OOH, mobile and social media. He has worked for leading digital marketing agencies in a range of disciplines such as creative direction, programmatic buying, data logic and software design.

After acquisition of his independent Facebook Marketing Partner agency by WPP, Mike continued to bridge the physical and digital media at Kinetic Worldwide where he was head of innovation and then in 2016 joined SITO Mobile. Having been immersed deeply in much of the media world, he claims a wealth of insights, backed with proven revenue generation.