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,...
We’ve got some explaining to do
People usually say “no” to things they don’t understand. It’s a salesperson’s job to help prospects understand what he or she is selling. What...
Oboes and leadership
If you’ve been to a symphony concert, you’ve witnessed the cacophony of sound before the concert begins. Every instrument seems to be in its...
Tell them why – and sell more
Like some other kids, I learned how to drive before taking the drivers’ education class in high school. My father took me to the...
A key question: What’s next?
Gregory talked to me about a lesson he learned in his early days of selling advertising. “In one of my first presentations, the prospect...
Two advertising goals: Attention and Retention
As mentioned in previous articles, there are two types of advertising: image and response. Image advertising – sometimes known as institutional advertising – is...
A good idea is worth the wait
When I was a kid and jumped to conclusions about something, my father often said, “Hold your horses, son.” That’s an old saying that...
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...
Would you mind showing me around?
One of the most important questions you can ask an advertising client is, “Would you mind showing me around?”
Think about it. When you have...
Free offers can generate big results
Generally speaking, there are two types of advertising. Image advertising, which is often referred to as institutional advertising, is designed to create a positive...