The recruitment company, the Media Exchange, is to launch a
training service dedicated to media owners.
Debra Sharron, a Periodical Publishers Association trainer who runs a
training consultancy and manages sales projects for magazines, is to
front the venture.
Sharron will offer a publishing-focused service as well as providing
generic courses suitable for selling on newspapers, television and
The Media Exchange is billing it as a ’bespoke’ service where courses
can be written to suit the media owner’s requirements. However, existing
courses on offer include Presentation Skills, How to Sell Creatively,
Advertisement Manager for the First Time, and Advertorial Sales and
Sharron, who has trained sales departments at BBC Worldwide and The Mail
on Sunday, joined IPC in 1986 as a graduate trainee. She went into
advertorials, later setting up a corporate promotions department at the
National Magazine Company. In 1996, she left the publisher to set up a
consultancy combining sales and promotional projects with a training
service for media owners.
She has already teamed up with the Media Exchange this summer to run a
programme of courses.
’A lot of trainers are very experienced in sales techniques but many
haven’t sold a page for a long time,’ Sharron said. ’I’ll train today
but be back in the office selling tomorrow.’ Jo Wood, director of the
Media Exchange, said: ’There is a real gap in the market for
experienced-based training for media sales teams.’
The courses will take place either in the Media Exchange’s central
London office, the client’s workplace or in the Institute of Directors’
suite of conference rooms.