FLIP THE SALE: CHANGING NO SALE INTO A HUGE ONE

Are your ad reps increasingly coming back to the office feeling beat up and demoralized, attributing it to the digital age and the economy? It doesn't have to be that way, as this incredible case study from one of my clients illustrates. More...

BECAUSE YOUR AD REPS ARE YOUR BRAND

Recently,  was talking about selling  more advertising. That it wasn't about selling advertising space at all but instead about focusing all your energy on proving, ahead of time, that the prospective advertiser will get a response. It clicked for one... More...

HOW TO GET A LOCAL BUSINESS TO BEG FOR ADVERTISING

I'm going to share with you an unusual but hugely successful ad sales approach we employed recently. It worked so well, it got local businesses emailing and stopping into the newspaper begging to advertise in both print and digital. More...

The key to driving local ad sales: eliminating risk

Despite all the doom and gloom surrounding our industry, it's well within your newspaper's control to make significant gains during these tough times and even offset much of the losses you may be experiencing with local advertising. More...

Here's how to overcome virtually every upfront stall and objection your newspaperad reps get and why they should resist just answering the objection they're presented with. I'm told this is a great video to play at a sales meeting. More...

IS IT TIME TO FIRE YOUR AD STAFF AND START OVER?

Newspaper publishers and advertising directors across the country are stumped as to why so many of their legacy ad reps are still having trouble making the jump to selling digital. Selling digital is not that complicated, is it? Is it a coincidence that...  More...