Do you have a sales prevention department?
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his...
Ten ways to mess up an online presentation
These days, ad professionals are conducting more digital presentations than ever before. While there are some similarities with in-person meetings, there are...
What advertisers care about
Back in my ad agency days, I learned a big lesson about what to do – and what not to do – in a...
Full load or half-load
Greg used to help his uncle sell and deliver firewood on weekends. No doubt, that influenced one of his first phone calls when he...
The value of simplicity
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos...
Treasure hunt for ad ideas
Some years ago, I attended an exhibit of treasure from the Atocha shipwreck which treasure hunter Mel Fisher had located off the coast of...
The super sales person who wasn’t so super, after all
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to...
Pulse of America research to power local media sales available to NENPA members
Portland-based Pulse Research has announced the release of the 2023 Pulse of America (POA) shopping survey to further the sales efforts of newspaper, radio,...
12 ad copy tips
Once an ad’s graphic design attracts readers’ eyes, it has to say something of value. Otherwise, readers will skip the ad and...
One way to make presentations more memorable
Samuel, the ad manager at a community paper, told me about a simple technique his sales team uses at the end of meetings with...