CBAA Webinars

WEBINAR: Conducting Effective Sponsor Meetings & Preparing Great Proposals - 10 March

Helen Henry, 18th February 2015

In part two of our three-part special sponsorship webinar series, Stephen Pead will delve into conducting effective meetings with prospective sponsors and following up with a great proposal. 

Some sponsorship sales people believe that potential clients need "education" on the product. Others feel that a meeting should be where you explain to the prospect how to advertise, when to advertise and what to advertise.

To be really effective, you need to see the sponsor meeting as an opportunity to uncover needs or real opportunities. 

Topics covered include:

  • Setting the agenda  
  • Your point of difference
  • The great questions to ask
  • When to raise the subject of price
  • Gaining agreement
  • Simple proposal format    
  • Presenting tips

Who is this webinar for?

Anyone involved in sponsorship at a community radio station.

Presented by:

Stephen Pead, who has 30 years in the media, marketing and sales industry with significant sales, sales management and general management experience across a variety of markets. You may recognise him from his acclaimed sessions at previous CBAA conferences.

The accompanying workbook for this webinar is available here: PDF icon Sponsorship with Stephen Pead - Part 2 - Manual.pdf.


See the webinar presentation here:

Sponsorship with Stephen Pead - Part 2 Conducting Effective Sponsor Meetings Preparing A Great Proposal from CMTO on Vimeo.

This webinar was held at 6.30pm on Tuesday 10 March.

Did you miss Part 1? Catch up here.

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In part one of our special three-part webinar series with a focus on sponsorship, Stephen Pead will assist you in preparing to handle objections and avoid coming unstuck when speaking with prospect


In the final part of three-part special sponsorship webinar series, Stephen Pead will explore and provide guidance on closing sponsorship sales. 


The Community Media Training Organisation (CMTO) in conjunction with the CBAA has launched a series of free webinars for community broadcasters.