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2512 Artesia Blvd, Ste 200
Redondo Beach, CA  90278
T: 310.379.8261
F: 310.379.8283
Event Detail
Fall Sales Management Training Seminar 2013

The Alliance of Area Business Publishers Fall Sales Management Training Seminar

Oct. 29, 2013
MileNorth -- A Chicago Hotel
166 E. Superior St.
Chicago, IL 60611


Rate $199/night (sgl/dbl)
Cut-off Sept. 25, 2013 (or when our block sells out, whichever comes first)
To book your room online, go to and enter AABP1013 in the Group Code box.

The Alliance is breaking new ground!

Meet Ryan Dohrn!
The AABP Board of Directors is pleased to offer a Fall Sales Management Training Seminar in Chicago on Tuesday, Oct. 29, 2013. This training is designed for advertising directors/managers and publishers who double in that role. The seminar will be conducted by Ryan Dohrn, founder of Brain Swell Media and popular presenter at the AABP Summer Conference in Indianapolis in 2010.

But this is a seminar with a twist…well, two twists!
The first twist is that the AABP will waive its registration fee to the workshop and will cover the cost for a one-night hotel stay for one ad director or ad manager from each member organization. That’s right -- one free registration and one free hotel night for your ad director or ad manager! (You will need to provide a credit card for incidental room charges.) And AABP will offer a free registration only (no hotel room) to a second person from your sales staff.*

Here’s the second twist:
The ad manager training seminar will be followed up with four webinars for you to take with your sales staff. These will be conducted by Ryan Dohrn and will reinforce the management concepts and goals taught in Chicago! The four webinars, which will take place in succession in the months after the Chicago seminar, will be free for AABP member publications, so you can involve your entire sales staff!

Publishers or other sales staff may attend the Chicago Sales Seminar on a space available basis, but must pay the registration fee and cover their hotel costs.

Important Notice Regarding Hotel Reservations
Attendees should make their own reservations with the hotel, presenting a credit card to hold the reservation. If AABP is covering the cost of one night in the hotel, we will send a confirmation to that effect and will arrange with the hotel to transfer the hotel room rental charges to the AABP account before you check out. Your card will be used only to cover additional nights or other incidental charges. If you have any questions, please contact Executive Director Jim Dowden at AABP.

To register for this workshop, please download this registration form and return it to AABP Headquarters via fax (310/364-0196), email ( or mail (AABP, 1970 E. Grand Ave., Ste. 330, El Segundo, CA 90245). Note: That form appears to load better (with onscreen fill-in fields) with the Internet Explorer browser.

There will be a Welcome Reception from 5:30-7:00pm on Monday, Oct. 28, with continental breakfast and registration from 7:30-8:15am on Tuesday, Oct. 29, followed by a full day of great sessions.

See the accompanying registration form, schedule of activities and hotel information posted below on this page. We expect this Seminar to sell out. You should send in your reservation form and make your hotel reservation today.


Monday, October 28, 2013
5:30 – 7:00 pm Reception, C-View roof top bar, Mile North Hotel

Tuesday, October 29, 2013

7:30 – 8:15 am Registration and Continental Breakfast

8:15- 8:30 am Welcome and Introductions

8:30 - 10:00 am Increasing The Ad Buy.
Learn 20 tested ways to get your advertisers to spend more with your company—from pricing grids, to deploying a better sales process, to understanding their odd buying habits. You will take away 20 things to teach your sales team in the next 30 days. 100% tactical advice you need to know.

10:00 - 10:15 am Refreshment Break

10:15 - 11:30 am Creating and Executing Your Big 50 Prospect List.
Prospecting is a dying skill set and is critical to sales success. Learn how to teach and manage this important part of your sales process. When you do this right, each rep on your sales team will know how to prospect and handle 50-100 new clients in the next 30 days.

11:30 am - 1:00 pm Lunch

1:00 - 2:00 pm Developing a Winning Advertiser Retention Plan.
We all know that selling to an existing client is better than selling a new client. Learn 15 ways to keep clients coming back for more—from monthly marketing updates to gifts to lunch-and-learns to online videos. Find out what you can do to stand out from your competitors and keep clients for a lifetime!

2:00 - 2:15 pm Refreshment Break

2:15 - 3:00 pm How to Be a Manager Without Being a Jerk.
Dohrn will walk you through his management book and help you identify 30 ways you can be a better manager when you get back to the office. Over 2,500 managers have used this book to give them daily guidance to success.

3:00 - 3:30 pm ACTION PLAN.
Dohrn will help you create an action plan for success.

3:30 pm Adjourn


Webinar 1: DEBATING DIGITAL: Now more than ever advertisers are fleeing us for Google Ad Words, Facebook or online-only digital ad opportunities. Learn how to handle these objections with detailed facts and stats that prove traditional media is still a fantastic buy!

Creating and Executing Your Big 50 Prospect List. Prospecting is a dying skill set, and it so important to sales success. Sales reps will learn how to prospect and handle 50-100 new clients in the next 30 days. This single workshop alone will change their careers.

So You Booked a Meeting... Now What? 10 strategies to deploy and understand to earn business when you have the client's attention. Learn "the" 10 critical sales questions that move conversations forward. Dohrn will share a unique look at the psychology behind advertisers’ decisions.

Grow your personal revenue by as much as 35% by improving your new-media sales process. Most sales people suffer from random patterns. When selling expanded digital media offerings this kills the sale. Dohrn details a specific sales process for success. Remove risk. Create clear decision paths. Comfort the client through ad buying. If you want to sell more digital you need a plan of attack.

Book Your Hotel Room
This workshop will be held at MileNorth -- A Chicago Hotel, 166 E. Superior St., Chicago, IL 60611. To book your hotel room at the specially discounted rate of $199/night (sgl/dbl), call 855/645-3667 by Sept. 25, 2013 or visit and enter AABP1013 in the Group Code box. This rate is only good until Sept. 25 or when our block of rooms sells out – whichever comes first.

If you’re eligible for the free hotel room, please call MileNorth and make the reservation as usual. AABP will have the hotel transfer the cost of those rooms being given away, so you will not pay for them.

About Ryan Dohrn
Ryan Dohrn is founder and CEO of Brain Swell Media LLC and creator of the 360 Ad Sales System currently used by hundreds of ad sales reps around the world.

A business-book author and acclaimed public speaker, Dohrn also has overseen over 3,000 web-site builds and been featured in USA Today, on ABC, CBS and FOX TV stations, and on He has helped generate millions of dollars in online and related media revenues for media companies large and small.

Dohrn currently works on a monthly basis with over 75 publishers and their related sales and management teams. He is also a regular at Camp Niche events held across the nation for niche magazine sales executives and will speak at the 2014 Camp Niche in Charleston, S.C., in February.

Dohrn has consulted with AABP members and was a presenter for the Advertising Sales track at the AABP’s Summer Conference in Indianapolis in 2010.

*AABP will provide free registration and will provide one free hotel night for the ad director or ad sales manager for each member publication. This is not intended to be used by publishers, unless the publisher is directly in charge of the sales staff and has no sales manager or director between him/her and the sales staff. If a publication has an associate publisher who serves as the sales/ad director, then that person would be entitled to this special offer. AABP will provide free registration to one additional sales rep from the same publication

Plan to take advantage of this new offer from your favorite trade group: The AABP.

Conference Coordinator Chris Katterjohn


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