Field of the Invention

The present invention relates to a method of use and a system providing a platform for the management of sales, more particularly for managing the sales of advertising inventory.

Background of the Invention

Businesses choose to invest in marketing for a number of reasons. One of the main reasons may include the need to raise awareness of their services. This form of self- promotion is typically carried out through advertising means.

Conventionally, advertisements are displayed on media such as on televisions, radio, digitally on social media, on the internet, and in physical print. The effectiveness of advertisements in generating revenue depends on their placement in relation to, for example, television programs or radio shows. The purchase of advertising inventory therefore requires a strategic approach, to ensure that the advertisement campaign is optimally placed so that it is pitched to target the relevant audience. For example, an advertisement for children’s toys may be better presented at a time when children have returned home from school, or have not yet left home for school. Likewise, an advertisement for cookware may be better presented during lunch hour. The length of time for which the advertisement is active, is also critical in the purchasing decision when seeking to buy advertising inventory. For example, an automobile company may wish to display advertisements for a new car model during a period of a few weeks around the launch of the new car.

Advertising inventory may be in the form of digital and broadcast (for example TV or radio) advertisements, for example television commercials. It may be In the form of billboards, such as on highways or at public transport transit stops. It may also be In the form of banners on websites or on social media applications. It may also be in the form of printed products, for example newspaper or magazine advertisements.

There are several forms of advertising available. As an example, in digital advertising, advertisements may be shown to a user in the form of an “impression”, which indicates an expression of interest to the advertiser, as digital users may click on an advertisement banner or similar icon, which redirects the user to a website or information page. “Action” advertising is another form of advertising, whereby users complete an online form to request further information on the advertised product or service. If the same user proceeds to purchase the advertised product or service, this is known as a “conversion” of the impression. Each of these types of advertising requires the advertiser to pay, based on, for example, the number of “impressions” made, or “actions” or “conversions” that were carried out over the duration of the advertising campaign. The advertiser may also have an expenditure plan detailing how much money they wish to spend during the course of their advertising campaign, and on which days. Therefore, it is desirable to engage with advertising specialists to ensure that an advertising strategy is in place, which would not only allow advertisers to have more effective control of their budget during the period of their advertising campaign, but also ensure that any money designated towards advertising is effectively well spent to maximise the success rate of the campaign.

The success of an advertising campaign further depends on factors such as the design of the advertisement. The colour scheme used, the animations and messages that are conveyed, are ail important in attracting the attraction of users, viewers or listeners who may have a short attention span.

Advertising revenue is particularly crucial for businesses which experience a diminishing number of customers, whether this occurs as a result of government imposed restrictions, such as with the pandemic of coronavirus (COV!D-19). or whether there are simply changes in social trends, such as with the increase in awareness of low calorie or health foods.

Typically the closing of sales for advertising inventory occur in-person, as buyers and sellers meet at a mutually agreed location to discuss their needs and requirements, which may lead to finalising a sale and the execution of a contract of sale. However, at times it may be difficult to schedule face-to-face appointments to discuss effective marketing strategies, for example due to government-imposed travel restrictions during pandemic lockdown. Such lockdown scenarios unfortunately correspond with an increasing need for businesses to advertise, so that customers are made aware of any changes to their trade. For example, there may be reduced opening hours or offers of home delivery from dine-in restaurants. There exists a need to overcome, or at least alleviate, one or more of the difficulties or deficiencies associated with the prior art. Further there is little in the way of automated or convenient (computerised) tools to assist in overcoming or alleviating these difficulties and deficiencies. The present invention seeks, amongst other things, to provide new computerised tool(s) that address this need.

Summary of the Invention

In one aspect, the present invention provides a method for managing sales of advertising inventory, using an interactive platform, wherein interaction may be conducted remotely over a computerised network.

In a preferred embodiment of this aspect of the invention, users of the interactive platform may be provided with training over the computerised network.

In a more preferred embodiment of this aspect of the invention, the training may be performed using video conferencing via the platform.

In an alternative preferred embodiment of this aspect of the invention, the training may be performed using telephone conferencing via the platform.

In an even more preferred embodiment of this aspect of the invention, the users may have access to tailored consultations.

In an embodiment, the method comprises selecting one or more interaction elements for a user to interact with. Preferably, selection of each of the interaction elements provides or assists the user in interacting with the client or prospective client so as to manage or assist in the sales of advertising inventory to the client or prospective client. Preferably, the interaction elements assist the user in preparing for, making, tracking or training for sales of advertising inventory.

In an embodiment, the method comprises the interactive platform presenting the interaction elements via a dashboard and the user selecting and interacting with the interaction elements. In a preferred embodiment of this aspect of the invention, the method comprises one of the interaction elements focussing the user on current events.

In a preferred embodiment of this aspect of the invention, the method comprises finalising a sale by creating and receiving signing of an on-line contract.

In an embodiment of this aspect of the invention, the method comprises booking of advertising inventory/time via the interactive platform.

In a more preferred embodiment of this aspect of the invention, the method comprises providing a template from a database. More preferably, the method comprises presenting elements for presenting data and leads for review.

In a more preferred embodiment of this aspect of the invention, the method comprises scheduling and/or amending appointments/meetings. Preferably the method comprises initiating or receiving a video conference connection via the interactive platform according to one of the scheduled meetings. Preferably, the scheduling element shows whether a meeting has been confirmed. Preferably, the scheduling element shows whether a meeting is in-progress.

In a more preferred embodiment of this aspect of the invention, the method comprises displaying a ranking table.

In a more preferred embodiment of this aspect of the invention, the method comprises receiving input comments during the course of a meeting held over the platform. Preferably the scheduling element allows the user to make notes during the meeting and provide access to notes of prior meetings with the same person.

Preferably the method comprises the scheduling element sending, via email, a meeting invitation and/or an information package ahead of the meeting.

In an embodiment of this aspect of the invention, the method comprises an element of the interactive platform providing a list of sales prospects and information about the prospects. In an embodiment, the information about the prospects is stored in or retrieved from a database accessible to the users of the group. In an embodiment of this aspect of the invention, the method comprises an element of the interactive platform receiving new information useable in the sales process.

In an embodiment of this aspect of the invention, the method further comprises a payment element to allow financial transaction to occur via the interactive platform.

More preferably, interaction conducted over the platform may be performed in real-time.

In a second aspect of the present invention there is provided a system for managing sales of advertising inventory comprising an interactive platform, wherein the interactive platform comprises interaction elements, and wherein interaction via the platform is conducted remotely over a computerised network.

In an embodiment, the interactive platform is configured to provide selection of one or more interaction elements for a user to interact with. Preferably, the interaction elements are configured to provide or assist the user in client or prospective client interaction so as to manage or assist in the sales of advertising inventory to the client or prospective client. Preferably, the interaction elements are configured to assist the user in preparing for, making, tracking or training for sales of advertising inventory.

In an embodiment, the interactive platform is configured to present the interaction elements via a dashboard to allow the user to select and interact with the interaction elements.

In a preferred embodiment of this aspect of the invention, said elements at least include a tool for directing a user to focus on current events.

In a preferred embodiment of this aspect of the invention, the interaction elements may further comprise features to finalise a sale. For example, these features may include the creation and signing of an on-line contract. In an embodiment of this aspect of the invention, an interaction element of the interactive platform provides a facility for booking of advertising inventory/time. In an embodiment of this aspect of the invention, an interaction element of the interactive platform provides a contract signing facility.

In a more preferred embodiment of this aspect of the invention, the interaction elements may further comprise a database of templates. More preferably, the interaction elements may comprise a feature for reviewing data and leads, a feature for scheduling and/or amending appointments, an overview feature that further comprises a ranking table, wherein information from the ranking table may provide an incentive to improve performance, and/or a feature for inputting comments, wherein the comments may be inputted during the course of a meeting held over the interactive platform.

In an embodiment of this aspect of the invention, an interaction element of the interactive platform provides scheduling of the meetings, including audio/video conference meetings. Preferably the scheduling element is configured to shows whether a meeting has been confirmed and whether a meeting is in-progress. Preferably the scheduling element is configured to send, via email, a meeting invitation and/or an information package ahead of the meeting. Preferably the scheduling element is configured to allow the user to make notes during the meeting and provide access to notes of prior meetings with the same person.

In an embodiment of this aspect of the invention, an element of the interactive platform provides a ranking table (leaderboard) of sales figures of a plurality of users allocated to a group.

In an embodiment of this aspect of the invention, an element of the interactive platform provides a list of sales prospects and information about the prospects. In an embodiment, the information about the prospects is stored in a database accessible to the users of the group.

In an embodiment of this aspect of the invention, an element of the interactive platform provides a repository for information on sales ideas or angles.

In an embodiment of this aspect of the invention, an element of the interactive platform provides a tool for receiving new information useable in the sales process.

In an embodiment of this aspect of the invention, the interaction elements further comprise a feature for enabling payments be made over the interactive platform.

In a particularly preferred embodiment of this aspect of the invention, interaction via the platform is conducted in real-time. In an embodiment the interactive platform is provided in the form of a computerised system configured by software comprising instructions for controlling a computer or computers to provide the elements described herein or to perform the functions described herein.

According to a further aspect of the present invention there is provided a computer program for configuring a computer to operate as a system for managing sales of advertising inventory using an interactive platform, the computer program comprising instructions which when executed configure the computer to perform as the interactive platform having one or more features described herein or to perform the method of the first aspect or be configured as the system of the second aspect.

The computer program may be embodied in a tangible, non-volatile form, such as on a permanent/long term storage or memory device. For example, a solid state storage device, magnetic disk drive or optical disk.

In this specification, the term ‘comprises’ and its variants are not intended to exclude the presence of other integers, components or steps.

In this specification, references to prior art are not intended to acknowledge or suggest that such prior art is part of the common general knowledge in Australia or any other country or that a person skilled in the relevant art could be reasonably expected to have ascertained, understood and regarded it as relevant.

The present invention will now be more fully described with reference to the accompanying Examples and drawings. It should be understood, however, that the description following is illustrative only and should not be taken in any way as a restriction on the generality of the invention described above.

Brief Description of the Drawings/Figures

In the Figures:

Figure 1 is a schematic representation of a computerised platform according to an aspect described herein. Figure 2 is a schematic representation of a screen shot of a set of elements of the platform displayed for selection by a user.

Figure 3 is a schematic representation of a screen shot of a video or telephone conference element of the platform.

Figure 4 is a schematic representation of a comment tool that may be opened in the platform displayed for selection by a user.

Figure 5 is a schematic representation of a booking tool that may be opened in the platform displayed for selection by a user.

Figure 6 is a schematic representation of a sales process showing one method by which the platform may be used.

Detailed Description of the Embodiments

The present invention provides an online sales platform that connects buyers and sellers of advertising inventory, offering opportunities to buyers on a local, national or global level. The platform allows for buyers and sellers to interact, in a non-traditional way that is entirely remote. By using the platform, sellers of advertising inventory may be able to efficiently deal directly with buyers, which saves time and increases the productivity of saies representatives, for example time may be saved in travelling to and from an agreed meeting location, more meetings may also be scheduled in a given day.

Seilers of advertising inventory may sell directly to advertisers (for example, individuals or companies), to advertising agencies, media agencies, buying groups or any other individual or business that has Interest in the purchase of such advertising inventory.

The platform offers an entirely remote solution for individuals to connect and interact in the field of sales for advertising inventory via an interactive platform, which acts as a virtual interactive market place. This is particularly desirable, not only because society is becoming increasingly mobile, but also some businesses are reliant on immediate source of revenue in the short or long term, in order to stay profitable, especially when the economic climate is uncertain or unstable. The platform therefore caters to shifts in a constantly evolving market, whilst directing the focus of sales teams on relevant economic issues. Referring to Figure 1, the platform is implemented in the form of a software service running on a server and accessible to users (1, 2, 3) via a computer network, such as the internet. The users can use the platform to sell to clients/prospective client (A, B, C).

The platform may present with a user-friendly interface, using various icons to represent different interface elements, such as shown in Figure 2. For example, appointment bookings (scheduling) may be made by selecting an appropriate icon used to represent them, which may be a calendar or similar visual representation. Such visual interface elements assist with accessibility and ease of use of the platform for both buyers and sellers, who utilise the platform as a marketing tool.

The platform encompasses a number of interactive features, which may include a manager dashboard, a feature for scheduling appointments, reviewing data and leads, a feature for providing individuals with creative ideas, a sales assistance tool, an option for providing feedback and/or comments, and a feature for viewing booking confirmations of advertising.

The manager dashboard operates as the control centre of the platform. The manager dashboard provides an overview of the sales process in real-time. It also encompasses features, for example, for scheduling webinars, reviewing sales activity (overall and individually), and providing information on booking status and the number of scheduled appointments in process. A sales leaderboard may be accessible through the manager dashboard, which may provide an incentive for the team to improve sales.

The option of scheduling an appointment not only enables sales representatives to schedule meetings and to amend them when appropriate, but it may further include the option of sending an invitation to the client to advise of the meeting date and time for the video or telephone conference (Figure 3). A pre-meeting information pack may also be emailed to the client using the platform, and comments may be made in the form of live chat during client conversations or meetings using the platform. Figure 4 shows a screen that can be opened in the platform during the video or telephone conference by selection of a corresponding launch button (shown in Fig 3). This information is available to the user (1, 2 or 3) but not to the c!ient/prospective client A, B, C). information on ail client conversations may be accessed via this feature of the platform, which may assist with objection handling and dosing of the sale. Furthermore, documents such as booking forms may be shared using the platform during video or telephone conferences such as by selecting a corresponding launch button to assist with discussions on scheduling or on any special requirements.

The feature of the platform of reviewing data and leads is useful in providing the sales team with leads for them to contact and arrange appointments, it may be in the form of a database accessible from the server (see Fig. 1) comprised of information that may include clients who have recently cancelled appointments, disengaged or lapsed clients, and agency clients. The platform may also provide lists of industry associations and offer information on competitor advertisers, as well as clients that should be targeted to advertise during the current period, in addition to providing sales representatives with a prospecting list, this feature of the platform may also include details of prospects who have resisted previous offers and packages, information from this feature of the platform may further be used in collaboration, or be integrated, with existing sales systems to facilitate information being kept up to date.

The creative and ideas bank using the platform may offer a sales team a unique resource, in that it may provide industry specific advertising template designs, produced to assist the sales team in their recommendations to potential clients. Samples and other types of creative messaging may be made using the platform that are tailored specifically for clients. This database may also encompass a file of innovative ideas for clients seeking to advertise in the current market, as well as provide examples of other business ideas via the platform that are current and have been proven successful in their campaign to enhance sales. A sales representative may also be available for one-on-one consultations in the form of live video or telephone conferences using the platform with clients, to suggest appropriate ideas to assist with finalising sales.

The sales assistance tool of the platform may assist representatives by directing the team ^' s focus to current events or specific advertising periods. The tool may further identify industries and businesses that can and should advertise during this time. For example, a team may be directed to focus on seasonal occasions, such as New Year’s Eve, Back to School, Valentine’s Day, Sports seasons, Easter, Mothers Day, End of Financial Year, Father’s day, Halloween, Black Friday, Cyber Monday and Christmas. Examples of businesses that might be identified to advertise, for example in the period running up to Mother’s Day, may include hamper and other gift stores, jewellers, florists, restaurants, hotels or other types of short-term accommodations, spa and/or massage centres, clothing stores, perfumeries, travel agencies and bookstores. Likewise, in the period running up to New Years Eve, businesses that might be identified to advertise may include liquor stores, restaurants, baby sitters, party planners and/or suppliers, private transport companies, health and wellness stores and travel agencies. In the situation of government-imposed restrictions, for example during a pandemic or similar event, a wide variety of businesses may be identified to advertise, including but not limited to, automotive stores, hardware and landscaping stores, online stores, health and wellness stores, restaurants, pet care businesses, as well as educational institutions.

Further features of the sales assistance tool of the platform, may include the option of closing a deal by virtual signing of an online legal contract, which can be sent to the client by the click of a button during the video or telephone conference. There may also be information for clients to view or read (in the form of e-Brochures) on sales concerning the products, services and available packages on offer. In addition, the platform may provide a direct hotline for teams to contact if they require problem solving or solutions to various issues. One-to-one consultations using the platform may also be available to train team members to prepare them for upcoming client meetings. These features may be available in real-time.

The feedback and/or comments feature offered within the platform may provide additional assistance to teams, particularly during conversations with the client, as the sales team may input relevant and important comments that arise during the discussion. These comments may then be shared in daily sales meeting using the platform to help with objection handling or to help finalise the sale. The feedback and/or comments feature of the platform may only be visible to the sales team.

The booking confirmation tool of the platform (such as shown in Figure 5) may offer a booking form that can be launched with a click of the button by the user during the video or telephone conference and shared with the client in real-time on-screen, in order to discuss the campaign and confirm schedule, or any special requirements. The client may be able to review this in real-time using the platform, and send back or confirm and sign the agreement for sale electronically using the platform. Payment may subsequently be made via the platform.

With reference to Figure 6, one example of how the platform may be utilised by a sales team may include signing into a webinar hosted by the representatives of the system. The webinar may discuss ideas or strategies, provide program updates, or updates on the current market, it may also discuss previous day outcomes and provide other training tips. Alternatively, the platform may be used by a sales manager to host a team meeting with sales representatives to discuss as above. Leads may then be distributed to the sales representatives using the platform, who in turn may start contacting those leads via the platform. Alternatively, leads may be sought by the sales representatives via a Customer Relationship Management system, such as SalesForce. Contact activity of those leads may result in confirmation of a meeting using the platform, or the client may not be interested, or further information may be required on either the buyer or seller’s side. Sales representatives may then use the platform at step 1 to uncover what the client needs and what their concerns are. The user can update information in the platform with comments and outcomes of the meeting, they may also attempt to follow up with previously contacted prospects, and prepare for any scheduled video or telephone meetings. Using the platform, prior to and during the video or telephone conference meeting at step 2, the sales team may seek to access features such as the creative ideas database, provide an e-brochure or video presentation, or to use the feedback and/or comments feature with the prospective client. Upon conclusion of the meeting, the information may be updated on the platform on the outcomes, whether this results in the client proceeding further with the sale, the client requesting further information or if the client is not interested. When a deal is dosed, at step 3, the booking of advertising can be made using the booking tool and the contract signed using the contract signing tool. Payment of any advertising packages may also be made via the platform. Creative briefs may also be prepared, and documentations concerning finances may be completed, as well as renewal bookings made at the end of the day. Therefore, the platform may be used as a daily planning and management tool to assist teams with their sales. The sales representative may then report to the sales manager at the end of the day, via the platform, to update the sales manager of any progress that has been made, or to discuss any strategies or issues to be addressed.

The present invention provides the advantage of synergistically bringing the various described elements together in a single convenient platform. For example, a video and telephone conferencing facility is known, as is email, as well as electronic contract signing. However individually using these different facilities is cumbersome in comparison to the described platform. The present invention allows from the one platform, a sales pitch by video or telephone conference to be scheduled, (through a single click in the platform) scheduling may also take place during delivery of the pitch, (via another click in the platform during the pitch), an advertising booking may be made and (via a further click in the platform), a contract may be sent and signed and returned, and payment made with only limited interaction (clicking on an icon for that element to be employed, rather than starting a different application). Existing information between elements may also be shared to avoid the need for double handling of information across different software applications. A further benefit to the present invention is that the sales manager may oversee the entire process from end to end at any remote location, as long as there is connection to the platform.

Finally, it is to be understood that various alterations, modifications and/or additions may be made without departing from the spirit of the present invention as outlined herein. In particular, the platform of the present invention is not to be limited to the sale of media. The interactive platform may also be used for the sale of any other goods or non-media services. For example, the platform may be customized to provide a virtual interactive marketplace for anything, including the sale of property used by real estate agents. Elements such as the in-built contracts, packages etc. can all be tailored to the particular goods or service being sold.