Video: eliminating upfront stalls and objections

The 2 biggest roadblocks to selling major newspaper advertising (and how to eliminate them).

Bob McInnis explains exactly why selling advertising is so much harder than selling just about anything else and why it doesn't need to be that way. Bob details the roadblocks unique to selling local advertising that leaves ad reps frustrated and demoralized, kills most sales processes before they get any traction, and ensures the sales that do occur are significantly smaller than they should be.

A must-see for any publisher, ad manager, or ad rep tasked for increasing ad revenue.