Media Sales Training - Open Courses

Learn proven techniques to win more media deals, handle objections, and grow revenue through interactive open courses.

For more than 30 years, Kiss The Fish has been improving media sales performance across the globe.

 

Many advertising salespeople we talk to face the same pressures:

  • Missing sales targets
  • Falling commission each month
  • Pressure from their companies to achieve
  • Struggling to achieve higher yields in a low-yield market

If that sounds familiar, you’re not alone — and you can fix it.

We work with salespeople like you, about fixing their sales process –where they get 2-3 new deals within the first week and reduce the number of objections by 53.5%. And we will for you as well.

Not for everyone – it’s not right for you if

  • You are OK with your sales income.
  • Have small goals personally.
  • You think your process is the best, it can be.

And actually, you won’t make it past the first hour with us – no hard feelings, just telling the truth.

And don’t just take our word for it

"During the formative years of my 20s, I had the incredible opportunity work with Gerry Ricketts to elevate me to a leadership role. Eventually this allowed me to serve as the Publisher/Head of Sales for the largest magazines globally, representing luxury brands across prominent airlines such as American Airlines and United Airlines."
Aly RosenSales Director, USA
"Gerry is not just a mentor; he embodies a collective of mentors rolled into one extraordinary individual. His emotional intelligence is nothing short of genius, allowing him to decipher the intricacies of human nature and motivations. Under his guidance, I've learned to perceive people beyond surface appearances, gaining insight into their true motivations and the intricate tapestry of humanity. "
Matteo CappelletiBrand Sales Director, USA
"THANK YOU for all your support, coaching and encouragement; I've grown and learnt so much over the last four years, and a lot of that is down to you. "
Liz WeslbyEditorial Director, Hong Kong
"I have finally cracked the million ($1,123,563.87) and I thought I should say a big thankyou to you because I really did not think I could ever do something like this, and you made me believe. Thanks"
Ben Doer-TolhurstMedia Sales, Australia
"I had the privilege to hear Gerry pitch and sell ad pages over the phone. I learnt most of my “objection handling” from Gerry. Gerry, you are the reason I am successful at what I do. I hate and love you so much… ha-ha. Thank you for all you’ve taught me, no one else in the world taught me how to sell the way you did. I owe my successes, my expensive lifestyle, my Christian Louboutin heels, my drinking habits … TO YOU, all of this can never happen so soon if it weren’t for my time here."
Ailynn CruzAdvertising Media Sales Executive, Singapore
"Missing you already Gerry! Glad you made it home safely …. you have already had a tremendous impact on my life, and our journey together here has really just begun! Thanks for taking time out of your schedule to come here and help us become butterflies 😊 we all appreciate and love you!"
Jessica PaschuckDirector of Brand Partnerships, USA
"The nuggets of wisdom you've shared, the tough love when I needed it, and the unwavering belief in my potential have been a big influence in the milestones I've reached. Your wisdom and advice have not only helped me navigate challenging situations but have also empowered me to take on new opportunities with confidence. I can trace so many of my accomplishments directly back to the lessons I've learned from you I’ve learned from you not only how to excel in my career but also how to turn any challenge life throws my way into an opportunity. "
Felix RamarizVP Advertising Sales, USA
"The results for the work KTF have done with the commercial team have been transformational. We’ve seen a 56% Qtr. on Qtr. increase in revenue and a 14% Yr on Yr revenue increase with a 100% strike rate on face-to-face visits. I have absolutely no hesitation recommending their intervention to any business needing fine tuning of their sales operation. I would equally be happy recommending Andrew as a change agent or consultant to any business requiring a paradigm shift."
Simon LewisMD, Anthem Publishing Ltd
"Working with Andrew and Gerry has significantly helped us grow our sales revenues in all our global offices. I have seen an increase in the skills and competencies of our salespeople and sales leaders. Their style and transformational approach guarantee people listen and then apply and can measure the result of applying."
Simon LeslieFounder of Ink Global and business entrepreneur

Who are we?

Our Purpose – Enabling you and your people to be the best you can be and to succeed faster. 

You get access to tried and tested Media Gurus with over 67 years of collective experience in the industry and have a proven track record of helping Media owners and Agencies and media sales salespeople improve their sales results. 

Andrew@2x

Andrew Milbourn

Founder & CEO – Kiss the Fish
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Gerry@2x

Gerry Ricketts

Chief Strategy Officer- Kiss the Fish
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Andrew Milbourn. Andrew set up Kiss The Fish in 2007 and has extensive experience in corporate life at the highest level (Board Director of Future PLC) and global consultancy experience working media owners and agencies for over 30 years.  Andrew prides himself on business transformation, he is an inspirational leader and public speaker who plays an ambassadorial role at Kiss The Fish, taking and running events and working with the team on growth projects.

Gerry Ricketts. Gerry media experience is second to none. Having worked in C- suite positions globally for media owners and consulted with businesses for over 36 years. Gerry for the last 22 years has set up and led many successful media businesses in APAC, Europe, and America. He has a superpower of listening and aligning behaviour to achieve a result. A published author and an accredited profiler.  a global citizen passionate about leaving people better than I find them.

What we offer

Our open media sales courses bring together salespeople from different organisations to learn, share and sharpen their commercial skills.

You’ll train with industry leaders who have over six decades of experience helping media owners, agencies and sales teams deliver stronger results.

Public Open Sales Courses are practical, highly interactive applying accelerated learning techniques and suitable for all levels of experience, in fact we tailor the content specifically to your ability to grow.

Many are fully booked, and others near capacity, so to avoid missing out — and to accelerate the impact you’ll see on your commission each month — we recommend exploring our Reality Distortion Field (RDF) Programme. It builds the mindset, belief, and influence skills that turn good salespeople into exceptional performers.

Open Courses

Many advertising salespeople we talk with are facing a very challenging sales arena:

  • Missing sales targets
  • Reduction in their commission each month
  • Higher demand and pressure from their companies to achieve
  • Not sure how to achieve the above
  • Achieving higher yields in a low yielding marketplace
  • How to sell new platforms in this market
  • Advertisers wanting constantly lower yields
The secret to success is you

What you will learn:
The iceberg principle. Its your attitude and not your aptitude which drives your altitude. Control and be accountable for these principles and improve your performance by 10x.

 

Duration: 1 day

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Introduction to advertising media selling

What you will learn:
Understand the principles of great selling and why a career as a professional advertising salesperson makes sense.





Duration: 1 day

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Helping the buyers to buy

What you will learn:
Our job is not to sell to a buyer, its to help them buy. You will understand the emotion and process of buying and how we can hold the hand of the buyer to purchase. Identifying the why, after all people buy why you do what you do and not the how and the what.

Duration: 1 day

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Customer curiosity sales process

What you will learn:
When we and the buyer is curious the sales dynamic change. Understanding a sales formula and process to enable you to identify a problem and solve it


Duration: 1 day

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Understanding value

What you will learn:
How value works and how to communicate it to the buyer – especially when the buyer is just focused on cost. Moving from transactional and commodity selling to a value approach.

Duration: 1 day

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Hitting your sales targets

What you will learn:
How to hit more of your sales targets and exceed them




Duration: 1 day

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Getting rate increases

What you will learn:
When operating in a market where the only opportunity to win business is by dropping your price, create a structure where buyers will pay what you ask because they want to.

Duration: 1 day

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Influence strategies

What you will learn:
Creating an opening/ initial platform which disrupts and changes the belief of buyers about salespeople. And will get them to listen to what you are saying.


Duration: 1 day

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Objection handling

What you will learn:
Celebrate getting a no, and then turning it into a yes.




Duration: 1 day

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Treasure hunting

What you will learn:
 The art of prospecting and lead sourcing to find buyers who have budget and are targeting your audience. It will also include discussion on touch points with the buyer

Duration: 1 day

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“To the (for) Virgins, to Make Much of Time”

What you will learn:
Planning your time by focusing on the Most Important Things MIT) to achieve a greater return on investment.



Duration: 1 day

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Stop being ghosted

What you will learn:
Crafting Purple Cow experiences and influencing touch points to make sure your buyer keeps in contact



Duration: 1 day

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Phone calls are alive and kicking and in demand from buyers

What you will learn:
The phone is back for reaching out to buyers, in fact they want it. The art, and science of telephone interactions to get your message across is explored. Including verbal and nonverbal communication

Duration: 1 day

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Disrupting Questions

What you will learn:
We all operate on automatic patterns of response. Just think of your usual answer when someone asks how you are. By disrupting these automatic responses from the buyer, we tap into reality, interest and emotion.


Duration: 1 day

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Future open programmes being prepared:

  • Building a market value proposition – crafting your story
  • Selling your media in a saturated media landscape
  • Introduction to advertising media sales management
  • Introduction to advertising media sales leadership
  • Getting you message across in 30’ seconds
  • Advanced advertising media sales techniques
  • Print is dead – no it’s not. How to sell print products in a digital world

Express interest and apply today!

Contact us

If you spot one that you’d like to know more about, just complete the form and we’ll be in touch with you.

Spaces are likely to fill up before the deadline, so we would advise you to apply sooner rather than later to give yourself the best chance of being accepted onto the course.