Bob Berting

Sausage Grinder,Stepping Stones, Pro Principle

In the real world of advertising sales, many publications could fall into these 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 great …

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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 …

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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 …

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