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Two days of high level sales guidance from
North America’s leading sales trainers are yours
for the clicking at the first ever Local Media
Association ‘virtual’ Local Media Advertising
Designed specifically for advertising sales
representatives and their managers, the two
half-day sessions will begin at 1PM Eastern on
Tuesday July 24 and Wednesday July 25. LMA
members may register as many employees as
they’d like at absolutely no charge.
TUESDAY JULY 24 –
Intended for sales reps and their managers,
topics on day one will include:
Become A Top Performer–
Presented by Steve Waterhouse, a world class
leader in sales training, this session will get
things started with concrete ideas to maximize
efficiency and effectiveness in the field.
Steve Waterhouse is President of Predictive
Simplifying Digital Sales for Your
Local Sales Force
Presented by Mike Blinder, this fast paced
session will identify several recent examples
of what local media companies are doing to
generate new digital dollars with banner ads,
local search (SEO), mobile and social media.
Plus, you’ll hear how many media companies
are able to significantly boost traditional print
revenue by leveraging their digital assets.
Mike Blinder is President of The Blinder
Prospecting That Pays–
Presented by Kelly Wirges, this session will
teach reps how to overcome trepidations about
prospecting. She will provide guidance on proac-
tively preparing a sales strategy each month and
determining the individual “magic prospecting
number” to achieve goals. Expect to learn how
to enjoy approaching prospects in a manner that
opens doors, and keeps them open, even if they
initially tell you they are not interested.
Kelly Wirges is President & CEO, ProMax
Training & Consulting, Inc.
WEDNESDAY JULY 25 –
SALES MANAGEMENT FOCUS
Day two sessions are intended for ad direc-
tors/managers, publishers, digital sales manag-
ers and those who have a stake in team-building
and strategic revenue development.
Managing Today’s Multi-Media
presenter Gary Moore
will cover it all and
to help today’s sales
managers enhance the
productivity of their
sales reps, especially
as they compete in today’s multimedia land-
Gary Moore is President - Insight Edge, Inc. /
Media Sales Pro.
How to Have an Effective Sales
Coaching Session with your Sellers
Effective sales team
coaching is one of the
most valuable skills a
sales manager should
master and presenters
Debbie Holzkamp &
Renée Ward will teach
specific coaching skills
that can potentially
increase top-line rev-
enue by up to 20 per-
cent. They’ll cover how to plan a coaching call;
perform a pre-call briefing; observe the sales
call; conduct the coaching session; follow up
and create a systematic process.
Debbie Holzkamp is President & Director of
Sales Training – HDS Premier Consulting; her
colleague Renée Ward is Executive Vice President
& Director of Sales Training.
The Hottest Revenue
Opportunities for 2012
The final session of the program , presented
by Nancy Lane and Shannon Kinney, will show-
case actionable case-studies from the monthly
Local Media Innovation Alliance reports and
the recently completed West Coast Innovation
Mission. Expect to learn deep details about the
top four revenue generating topics from both
sources: digital agency services, event marketing,
deals/promotions 2.0 and social media.
Nancy Lane is President of Local Media
Association; Shannon Kinney is President, Dream
JON K. RUST
JON K. RUST
LMA Board of Directors
NO COST to LMA members!
‘Send’ your ad staff to this
that requires no travel,
registration or lodging fees. Go to
www.localmedia.org to register.
Local Media Advertising
Conference Runs July 24-25
FREE Virtual Conference
The voting representa-
tives of LMA companies
should have received an
email in the past week with
a ballot for approving or
disapproving a slate of
changes to the Local Media
Association bylaws. If you
are a voting representative,
your attention – and vote –
is appreciated. The changes
are straightforward, and
they’ve been vetted for
several months by a bylaws committee and the full board.
The current bylaws and the recommended language will be the
main part of the communication. Here is a summary:
There is a slate of changes that update descriptions of the orga-
nization to align with our membership and new name, which is
larger than suburban newspapers. This entails substituting the
words “local media industry” where “suburban newspaper industry”
It is important to note that “regular membership” criteria are not
part of the suggested changes. The board continues to elicit feedback
about the nature of membership and the best way to include non-
print companies in the organization. A forum will be planned at the
Atlanta fall conference, as well as open calls with board members in
advance, for all interested in this conversation. But regular member-
ship rules do not change under the vote now underway.
The second slate of changes introduces a new class of member-
ship – called Research & Development (R&D) partners – for those
who supply goods or services to the regular members and who seek
to have a more engaged role with the organization. This class would
have voting rights (capped at 10% of the total for any vote).
In addition, the changes would increase the number of associ-
ate and/or R&D partners allowed to serve on the board from one,
as it currently stands, to two. As context, Gordon Borrell of Borrell
Associates is the one associate member on the board at this time.
His perspective and commitment to LMA has been invaluable. There
are other associate members who would like to be engaged more
and whose perspective would add powerfully to board discussions.
This change increases the opportunity for that to happen.
The final set of changes update voting rules to what is deemed
best practice for associations in today’s world. The immediate past
chairman of the board currently cannot vote in board deliberations.
Under the new language, he or she can. Also, the new language cor-
rects for an error that currently allows associate members to serve
as chair but not as an immediate past chair.
Finally, a quorum for any bylaws changes has been set at 30%,
and changed to be accomplished exclusively by a mail or email vote.
Previously no quorum was established. The quorum for transacting
business at a meeting remains at 15% (such as the annual business
meeting which is used to elect directors and officers.) Mail and
email votes would be allowed for regular business under the same
We expect additional bylaws changes to be recommended in the
next year after more conversations with you about the nature of
membership, i.e. what is the best way to include non-print media
companies in Local Media Association? In the meantime, I encour-
age you to review the current changes and vote your support. If you
have any questions, please do not hesitate to contact Nancy Lane,
me or anyone else on the board.
Jon K. Rust is co-president of Rust Communications and chair of
the LMA board. Email: firstname.lastname@example.org.
BRAND NEW MEMBER BENEFIT!
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