Advertising Sales Training at Virginia Tech

mediamate training team

After the training at The Ohio State University, it wasn’t long before the sales trainers packed their bags for another campus visit to Virginia Tech! On February 29th, 2016, a small group of MediaMate employees traveled to Blacksburg, VA for a sales training with three Student Sales Representatives for the student newspaper, the Collegiate Times.

Before the training, the sales trainers met with Professor Brian Collins: a seasoned sales professional and Director of the Sales Center at Virginia Tech. Based on his experience, Professor Collins believes students should get some applicable sales practice before applying to jobs, especially if they’re interested in a sales career. Since the sales program at MediaMate provides students with real world experience, Professor Collins was very excited to partner with our company, and help coach the students through their sales endeavors with the Collegiate Times.

After chatting with Professor Collins, the MediaMate staff met with the Collegiate Times sales team and began reviewing the sales manual. The discussion centered around exploring a variety of techniques for door-to-door sales including how to generate and qualify leads, ask discovery questions, respond to objections and create proposals from a media kit. 

After the sales manual training, the students and staff walked to College Avenue and met with local businesses. The students quickly identified why some of these businesses would be well qualified to advertise in the Collegiate Times. Although they were a little nervous at first, the new student reps finished door-to-door training with increasing confidence. They even made a group text message to help each other with sales! With this much enthusiasm for their new roles, the MediaMate trainers left confident that the students would bring a continued stream of new advertisers to the Collegiate Times in the coming years!