About Us

What we're about... at Digital Media Training

Digital Media Training provides a unique solution that will develop your team's sales
and digital marketing skills. Participants focus on the best practices of their job one tip,
skill, tactic and strategy at a time. This approach allows new hires, experienced sellers
and remote employees across all verticals to become more successful without ever taking
them away from their job. Media sellers, marketers and senior executives become more
digitally savvy. The results - top performers and increased revenues.


Point of View... by Steve Bookbinder

"In Adult Education, Small is Beautiful"
Platform M.O.S.T.

Our Unique Training Platform M.O.S.T. (Multimedia Ongoing Skills Training)

Recognizing that training budgets and training time is limited, we accomplish the goal of creating measureable improvement of skills and productivity by replacing "a training event" with a cost-effective multi-phase, multi-media training process where learning continues out of the classroom and "just in time" on the job. Training becomes part of the culture, learning is ongoing and training costs are significantly reduced.

DMT offers this unique training platform, Multimedia Ongoing Skills Training (M.O.S.T.), for both sellers and managers. This model provides ongoing training five days a week in the form of video pod-casts and emails. Here's how it works:


Video Pod-cast:

5-minute "watch@work" video pod-casts are pushed out to the learner and arrive on Mondays. They are accessible from any desktop or mobile device. Each brief video pod-cast focuses on an essential element of a selected topic then breaks it down into four core ideas, strategies, tactics or skills.

Follow-Up Application Email:

4-emails are pushed out to the learner on the remaining weekdays that reinforce those four points and prompt them to apply what they learned to their specific job or task.

Manager’s Guide:

Managers will receive a 'Manager's Reinforcement Guide' just prior to distribution of each video pod-cast which provides helpful tips and techniques to coach your learners so that they are applying what they have learned and ensuring behavior change.

Measuring the Results:

Every month the learner will take an assessment test. Tracking reports include but are not limited to: number of attempts, page completion, time patterns, assessment scores, and progress of learning.

Additional Follow-Up:

DMT can evaluate and diagnose specific Key Performance Indicators (KPI's) and provide individual follow-up or coaching as necessary.
Sales Training

Sales Training Goals: Increase revenue, shorten the sales cycle, increase sales activity, and improve forecasting accuracy.

Broad Topics include...

Appointment Making
(Farmers) Penetrating Existing Accounts
(Hunters) New Business Part I - Developing a Calling Approach
(Hunters) New Business Part II - Turning Around Objections
(Selling through "Resellers") 3rd Party Existing Accounts
Closing
Closing
Closing on Trials & Pilots
Closing (Multiple Steps)
Sales Negotiating
Handing off New Accounts to the Service Team
Handing Off New Accounts to Service Team - The Account Manager
Handing Off New Accounts to Service Team - The Hunter
Handing Off New Accounts to the Service Team
How to be Your Own Coach
How to be your own coach: Deadlines
How to be your own coach: Goal Setting
How to be your own coach: How do we know we're on Track?
How to be your own coach: Uncovering Next Steps
How to be your own coach: What are we willing to do?
Moving the Sales Cycle Forward
Interviewing
Interviewing: Asking Obvious Questions
Understanding Your Sales Cycle
Sales Cycle
Verifying Information
Qualifying
Securing Next Steps
Next Step Strategies
Securing a Next Scheduled Step
Suggesting Next Step Options
Preparing for First Meetings
Establishing Credibility (Commercial)
First Meeting Structure
General Preparation (Answering 4 questions about your offering)
Researching Your Prospect & Contact
Pre-Meeting Strategies (Pre-call planning procedures)
Positioning Yourself against the Competition
Presenting
Demonstrating vs. Presenting
Presenting - 1 on 1
Presenting - Large Group
Presenting - Small Group & Committee
Presenting Proposals: Guiding Principles
Presenting via Video Conference (Skype, Web-Ex, etc...)
Presenting Your Proposal over the Phone
How to Avoid Death by PowerPoint
Prospecting
How to Write Effective Emails
Objection Handling
Phone Prospecting: Guiding Principles
Phone Prospecting: Long Term Benefits
Phone Prospecting: Strategic Mindset
Phone Prospecting: The science of the Art of Prospecting
Prospecting - Combining Phone and Email
Prospecting for New Business
Prospecting within Existing Accounts
Selling as a Career
Selling as a Career - Experienced Selling, but in New Industry
Selling as a Career - Experienced, but Handling New Territory, Same Industry
Selling as a Career - Your First Sales Job
Selling with Technical Experts
Key Account Selling
Small and Medium-sized Enterprise Selling
The Real Role of the Seller
Training Yourself
What is selling?
Telesales
Professional Telesales
Openings
How to Approach Each Call
Selling by Video Conference
Territory Management
Territory Management
Prospect Management (How to Manage Your Pipeline)
Forecasting Sales
Inspecting Your Work - Sales Ratios
Lead Generation
Networking
Digital Marketing Training

Digital Media Training Goals: Promote confidence in understanding the digital landscape,
provide cross-platform expertise, leverage marketing channels, improve the ability for
investment decisions, increase revenues, and improve client relationships

Topics include...

Ad Serving for Publishers and Agencies
Ad Supported Businesses: Networks and Sites
Advertising Opportunities: Network Offerings
Advertising Opportunities: Publisher Site Offerings
Competing for agencies and direct advertiser's attention
Conversation Path Optimization
Converting Site Traffic into Leads and Sales
Display Advertising - Strategies
Display Advertising - Technology
Foundation: Linkedin, Facebook and Twitter
Internet Math
Mobile Marketing Opportunities
Leadership Team



Steve Bookbinder
Chief Executive Officer


Tom Mahar
Chief Operating Officer


Russ Engoran
VP, Director of E-Learning


Joan Loewy
Vice President of Sales

Steve Bookbinder

Steve Bookbinder is co-founder and CEO of Digital Media Training. Steve has over a decade of direct sales experience in advertising, training and consulting services as well as sales process development. He has led new business sales teams at one of the largest global internet companies, founded a global search marketing company and has been a thought leader for a global sales training company.

Steve has delivered more than 2,000 workshops and keynote addresses. He has trained more than 25,000 sellers and sales managers globally. Clients include industry leaders across a wide range of verticals such as finance, banking, insurance, technology and telecommunications.

In addition, he has written and co-written more than 25 books, articles and audio training programs. Leveraging his background as an actor, athlete and swim coach, he infuses each presentation with humor, insight and a passion which is contagious.

Tom Mahar

Tom Mahar is the Chief Operating Officer at Digital Media Training. Tom is a leader with expertise in building companies from the ground up. He has worked with numerous high performance companies and has extensive management experience with successful businesses in a range of industries. His experience in developing business infrastructures, customer service operations and marketing programs in the real estate, property management and hotel industries is critical to DMT's service focused business. His high performance leadership style is an invaluable asset to DMT.

Russ Engoran

Russ Engoran is Vice President, and Director of eLearning at Digital Media Training. He draws on more than 15 years of industry experience as an eLearning instructional designer, developer and facilitator at Fortune 500 companies. Recognized as an expert in all areas of eLearning/mLearning standards, programming and implementation, his opinion and innovative approach to learning technology solutions is often sought out by peers in a variety of industries and he brings a wealth of humor and learning insight to the DMT team.

Joan Loewy

Joan Loewy is the Vice President of Sales. She has over 20 years of sales management experience in building and leading high performance sales teams for one of the largest learning and development organizations as well as a number of internet development and IT consulting companies. Her experience in sales leadership, management, profit and loss center, customer support and technology in multiple industry verticals will be a huge asset to Digital Media Training.
Clients









Case study   :   Thomson Reuters
Contact Us

Digital Media Training LLC

Website          :   http://DMtraining.net
E-mail             :   joan@DMtraining.net
US Mail           :   112 West 34th St 17th Floor, New York, NY 10120 USA
Telephone      :   212 502 3065
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