The value of simplicity
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos...
“Showing” beats “telling” every time
On a visit to my eye doctor for a check-up, I noticed a poster on the wall in the examination room. It featured a...
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...
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...
Four wins are better than two
Jodi is a sales manager with an interesting philosophy. “We’re all familiar with win-win,” she said. “It’s a common cliché these days. In business...
Right and left brain selling
Diane was telling me about her early days in selling. “One day stands out in my mind,” she said. “I had back-to-back...
See the other person’s point of view
John Foust
Advertising
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training videos to...
A little more, a little less for sales meetings
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are...
Customer satisfaction is key in digital marketing
Customer satisfaction is
key in digital marketing
By Alison Berstein
Bulletin Correspondent
“People know what they’re looking for; they just don’t know where to get it...
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...