45 Corte Real
Suite 15
Greenbrae, CA 94904
ph: 415.215.595O


President and Trainer Michael Goodman brings 30 years experience selling and managing sales for Internet sites, magazines, and conference and trade shows -- including work on a number of media brands that are recognized as global leaders. Extra Mile Media Training differentiates itself in the following ways:

  • Participants learn proven media strategies, and practice their application throughout the sales process 
  • An empowering focus on using sales techniques to solve problems and overcome obstacles
  • Training based on proprietary research of media buyers and sellers (see section below)
  • Respect for participants, and a belief in their success
  • Participants are encouraged and helped to adapt strategies and techniques to fit their style
  • Trainee participation

Extra Mile Media Training is engaging and fun. Participants leave a session with a list of ideas and techniques they have committed to test.

  • Research Based Training

    Extra Mile Media Training uses two proprietary studies, the Extra Mile Media Buyers Study and the Extra Mile Media Sellers Study, to help illustrate how media sellers can most effectively reach media buyers.

    All Extra Mile Media Sales Training programs come bundled with a free survey, which is sent to and answered by your sales team, that is used as a prescriptive tool to help guide the training. Additionally, Extra Mile Media Training can conduct a survey of your advertisers/marketers, to identify how they buy, how they perceive your media brand(s), your sales efforts, and your competition.

  • Training Topic Menu

    Extra Mile Media Sales Training can train on any sales or marketing issue that will enhance the performance of your organization. Some of the topics and services we offer include: 

    • Listening skills
    • Question asking skills 
    • Presentation skills
    • Prospecting
    • Reaching clients and prospects
    • Connecting with clients and prospects
    • Custom solution selling
    • Integrated media selling
    • Horizontal selling
    • Balancing agency and client efforts
    • Selling beyond the RFP
    • Objection handling
    • Up-selling
    • Time and territory management
    • Dealing with upset or difficult clients 
    • And much more

     If you don't see it on the list, ask for it!

Testimonials  

"Michael brings a great amount of knowledge with real applications to the sales process. I was able to immediately apply the skills learned to create stronger relationships with my current clients and open the doors with prospects. It puts me in a different league which is important during this trying economy."

 

Dawn Gilbert                                                       ad:tech Forums

"Great job on presentation. You were sincere, informed, comfortable with the audience, entertaining and knowledgeable."

AndreaMaueman                                              Interop

"Michael Goodman presents concepts and techniques that less experienced media salespeople can master and apply immediately, yet senior team members and managers will also find much that is new and of use to them in Michael's training."

Steve McGill                                           Director of Sales                                        CMP Technology 

"Michael Goodman is the best at teaching media salespeople listening and question asking skills because he listens to trainees and asks them questions." 

Dennis Moss                             President                                                Moss Communications

"If you have ever wished you had a magic wand to make your media sales team more effective and motivated, your search is over."           

Pauline Beall                                        Strategic Account Manager                         CMP Media             

45 Corte Real
Suite 15
Greenbrae, CA 94904
ph: 415.215.595O