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...
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...
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...
Multi-tasking = multi-risking
Joseph was talking to me about something he feels is important to the ad staff he manages. “These days, there’s a lot of talk...
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,...
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...
Too many opinions spoil a presentation
Back when I was in the ad agency business, I made a logo presentation that turned into a fiasco. It was an uncomfortable reminder...
Four words for ad professionals: “Oh yeah? Prove it.”
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training ...
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...
Expectations are like icebergs
John Foust, advertising
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to save time...