Entries by Bob Berting

The Trust Factor

If building relationships is the key to advertising sales success, then trust is the foundation. Ask any top advertising sales performer what is their success and you’ll hear that building trust is absolutely vital in their relationship with customers. But how do you build trust? Trust is built over time and is all the little […]

Technology doesn’t make up for poor salesmanship

In today’s print media trade publications, the pages are hot with articles about new technology. Everyone is racing to out-do each other with the latest technological gimmicks. But in this business world that’s changing rapidly, there is still the overwhelming need for advertising salespeople who are innovators and problem solvers. The publication salesperson who can […]

You’ve only got 3 seconds…

That’s right, only 3 seconds for the headlines of your ads to get the attention of your readers and get them to move forward with reading your ads. Today, even with all the endless discussion regarding the headlines in ads, I am still amazed at the way ads are designed. I’m also not surprised at […]

The pro-principle salesperson

In the real world of advertising sales, many publications could fall Into these broad categories: Sausage Grinder This publication pushes immediate income and has their salespeople push one time promotions and bring ads in on a crash basis. Their salespeople are perceived as order takers. All activity is on a treadmill and there is a […]

Pumping Up Your Advertising Sales Income

Many publishers love to create one time promotions—lots of them. Many sales staffs get burned out with these one time promotions. Customers may not react well to this approach because they are asked to spend more money on advertising that is not part of their original planned program to tell the story of their business. […]

The big idea–a seminar for your customers

First you invite your inactives, regulars, and prospects to a morning marketing seminar that is sure to please them. The theme could be: “Creative strategy to give more impact for your advertising budget”. Even though the seminar is an educational seminar about understanding a good media mix with top of mind awareness, there will be […]

When one ad is not enough

Did you sell an ad for your newspaper today? If you did, you may be wasting some of your advertiser’s time, your newspaper’s time, and your own time. You may be affecting the results for your advertisers—and you may be leaving advertising dollars on the table for your competition to gobble up. The strategy of […]

The internal challenges for the advertising sales team in 2017

Newspaper publication ad sales can be a tough profession. These salespeople do everything possible to have a positive attitude, be very creative, help their customers in every way possible and really care about the business community they serve. Because of the troubling economy, it’s important to focus on improving the performance of the sales team […]

Getting the right salespeople for your publication

Developing a great sales force is one of the greatest challenges facing newspaper publishers today. The key to finding the right people is to hire people who have the knowledge and skills to do the work that needs to be done. This simple statement can cut down endless hours of training by management when they […]

Power Selling sentences For Advertising Salespeople That Work

In sales training for publication salespeople, there is always the obligatory closing techniques which  are sometimes mind boggling and at times hard to remember, especially when the prospect continues to be in denial of the publication benefits after a thoroughly wonderful presentation. Some of the important points of closing techniques can be described in the […]