Upstream Group has created and delivered team workshops for over 300 different media companies and sales organizations over the past 12 years. Every workshop is preceded by strong discovery and understanding of the client’s business: we interview not only team leaders but also key sellers and stakeholders prior to training a team. Many of our workshops are created from one or more of the following core programs.
** Custom training programs can be developed to focus on any issue found at the intersection of media, technology and advertising. Please e-mail or call 802.985.2500.
Getting to Us™
Getting to Us helps sellers overcome both the complexity of the digital toolkit and the cynicism and reluctance of important customers by creating intimate, collaborative selling environments. Important customers don’t want to watch presentations about your company and products; they want to have business meetings about their customers and markets. From initial outreach to preparation to effectively opening and closing the meeting, we teach your sellers how to seed and nurture the truly engaged meeting with vital customers. We believe that a customer will always build more with you than he or she will buy from you.
“I have taken your program to heart and require my team to follow the tactics we learned. I’ve seen results with better meetings, greater traction and movement toward bigger budgets.” - SVP Media Sales, Top Advertising Network
Online Unplugged is specifically designed for professionals who currently sell TV, Cable, Magazine, Newspaper or Radio advertising and now need to become conversant and comfortable with the online advertising. While many “101” programs overwhelm the seller with mind-numbing detail about technologies and techniques that prove inconsequential six months later, “Online Unplugged” starts with a handful of core online principles and gives the seller a solid base of understanding. Your team members will learn the basics of the interaction between browser and servers, and thereby really get what impressions, targeting, cookies and ad serving are all about. They’ll learn about online creativity in a way that makes them a resource and advisor to their clients. They’ll learn the difference between research and measurement in the online world, and understand not only the fallacy of ‘counting clicks’ but – importantly – what replaces them as a measure of ROI.
"There is an old saying Doug... 'you can't teach an old dog new tricks.' Having spent the last 40 years selling (this magazine), I am a classic case in point. Attending your session last week in Atlanta however was a tremendous learning experience for me and I walked away better for it." - Longtime Trade Magazine Rep after attending "Online Unplugged" Workshop
Fusion Selling is for the emerging class of truly integrated sellers and thinkers. As media owners and sellers look to overcome the commoditization of the ad units they sell, the skills, strategy and scope of the job changes dramatically. “Fusion Selling” was built for the manager and the elite seller looking to create broad business relationships with marketers. It paints a picture of the media seller of tomorrow and charts a tactical course to becoming that seller.
We're fortunate. Over the past twelve years, we've worked with many of the best companies on the Internet. We're even more fortunate that so many of our customers keep asking us back. We see our customer list as a network of quality people and companies, and we try to bring them together whenever it's mutually beneficial.