Press

"Successful First Calls"

Webinar Now Available

Ad sales coach Jenae Rubin returns to our webinar series in "Successful First Calls." Learn to engage new advertisers and guarantee a follow-up call. View the full webinar at: http://www.magazineadvertisingsales.com/MagazineRadar.html

Promo Jumped 34% in 2010

More brands receiving promo to sweeten ad deals

March 28, 2011 – Offering promo pages to advertisers is becoming a major differentiator for magazines. Last year, promo ads in MPA member magazines jumped 34%, with a 9% increase in promo pages. As unpaid space, promo can sweeten existing partnerships or even attract new buyers. Given its widespread growth, however, it may go from being a bonus to a requirement.

25% more brands received promo in 2010 than in 2009. The boom extends across a variety of ad categories: the number of baby and children brands receiving promo more than doubled, from 18 brands in 2009 to 45 brands in 2010. Promo pages, labeled as advertisements, are in many cases formatted to resemble editorial content. Words like “perfect pieces,” “favorites,” and “essentials” tend to hover above the ads.

As more brands receive promo, more magazines are adopting the practice in order to remain competitive. 14 more MPA member magazines ran promo in 2010 than in 2009.

About MediaRadar

"Selling Smart with Research and Data"

Webinar Now Available

March 10, 2011 – The second webinar in our series for magazine ad sales teams is now available online. Lou Ann Sabatier, host of “Selling Smart with Research and Data,” shows you how to use the facts to prove your point to advertisers and distinguish your magazine. View the full webinar at: http://www.mediaradar.com/content/media/Lou-Sabatier-Selling-Smart-Webinar.wmv

To download the PowerPoint, visit: http://www.mediaradar.com/content/media/Lou-Sabatier-Selling-Smart-Webinar.pdf

"Setting the Stage for Success"

Webinar Now Available

January 30, 2011 – The first webinar in our series, “Setting the Stage for Success,” is available for viewing and downloading online. Learn the best ways of preparing for first calls with sales expert Jenae Rubin. To watch the webinar, scroll to the bottom of the page at: http://www.magazineadvertisingsales.com/MagazineRadar.htm

80/20 Rule of Advertising Moot

Webinar Series Helps Magazines Pitch New Brands

January 10, 2011 – The 80/20 rule of advertising has flown out the window in recent years. As more revenue comes from smaller advertisers, sales reps at all experience levels are in search of fresh tactics for landing new accounts. The pressures mount as advertisers expect magazines to assert – and sometimes defend – the power of print.

To address these challenges, MediaRadar has teamed up with two leaders of the sales world to host a free online educational series on best practices for wooing new advertisers. The series begins on January 27, and will offer four webinars through May 10.

“Desire to buy follows trust,” says Jenae Rubin, founder of Sales Powerhouse, Inc. Rubin will teach two of the webinars in the series, focusing on how to target the right prospects and ensure that first calls are productive. Her first webinar, “Setting the Stage for Success,” kicks off the series, and her second, scheduled for April 6, offers tips on “Successful First Calls.”

Lou Ann Sabatier, principal of Sabatier Consulting, will teach participants how to strengthen their pitches once they’ve identified their top prospects. Like Rubin, Sabatier has hands-on experience selling ads at all levels of publishing. Her firm advises media clients on maximizing profitability. Sabatier will teach the webinars “Selling Smart with Research and Data” (March 8) and “The Power of Yes: Overcoming Objections” (May 10).

The free webinar series is open to all sales reps and publishers.

To register, visit www.magazineadvertisingsales.com/MagazineRadar.html, or contact Amary Wiggin at:

MediaRadar
(646) 652-7000 ext. 733

Introducing Your New Sales Assistant: "Perfect Pitch"

(You Can Keep the Commission)

January 3, 2011 – Sales teams at magazines draw on many sources, often in a panic, to research and write their sales pitches. But what if a computer algorithm could save them the trouble? Today, MediaRadar announces the launch of Perfect Pitch, an innovative web service that uses information on a brand to outline a sales pitch customized to the user’s magazine.

Users of the product enter the name of a brand to find out when to pitch, what to offer, and even how much to charge. The pitch is based on the brand’s buying patterns over a given time period, allowing users to build a case for advertising that’s buttressed by competitive data.

The approach of Perfect Pitch comes from years of running focus groups with sales executives at magazines. In its research, MediaRadar asked them what kinds of data they wanted at their fingertips. “The idea here was to anticipate objections,” says Todd Krizelman, CEO of the company. For example, Perfect Pitch tells users the brand’s average positioning, meaning how near the front of the magazine its ads usually appear. Knowing average positioning allows sales reps to offer something better.

Will Perfect Pitch make sales reps obsolete?

Krizelman doesn’t think so. “The point is to save people time,” he said, adding, “You still have to do the selling.”

Perfect Pitch comes free with a subscription to MediaRadar.