Proposing an Advertising Business Marriage

For the advertising salesperson, their customer is thinking a…

The Trust Factor

If building relationships is the key to advertising sales success,…

Technology doesn't make up for poor salesmanship

In today’s print media trade publications, the pages are hot…

Pumping Up Your Advertising Sales Income

Many publishers love to create one time promotions—lots of…

Getting the right salespeople for your publication

Developing a great sales force is one of the greatest challenges…

Power Selling sentences For Advertising Salespeople That Work

In sales training for publication salespeople, there is always…

Nuts and Bolts of Newspaper Advertising Salespeople Compensation

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A team to be reckoned with

In today’s newspaper advertising world, change is the biggest…

Understanding the customer is key to building the right ads

Even in today’s amazing technology, there remains a classic,…

Cutting ad rates is a tricky game

While many publishers don’t believe in rate cutting, they feel…