After we teach the ad reps the techniques to sell response, we make it easy to put them into action fast. We've taken over 40 of the highest-potential prospective local advertisers and created a series of videos around how to sell each, complete with spec ads and Powerpoints.

Once per week, ad reps receive an email with links to a lesson on a different business category. Accompanying each is a stunning spec ad with a well-thought-out strategy ready for your designers (or an ambitious ad rep, ad director, or publisher) to adapt.

In the videos, ad reps learn more about how to approach that specific category and exactly what questions to ask. In another video, ad reps watch a time-lapse of the ad being created with the strategy explained, including the logic of the ad size and cost, just like the ad rep will then explain it to their prospect.

Finally, ad reps watch a role-play of the final presentation and how to overcome expecited objections. These are real-world presentations and most have been sold by us to real advertisers in multiple markets before making them available here.

The videos can be watched on any device and the accompanying PowerPoint/Keynote files can be displayed on laptops, tablets, and phones.

Every month we conduct live Webinars where we focus on different parts of the sales process such as lowering resistance, asking questions, and overcoming objections.

We also conduct sessions to keep your ad staff up-to-date. For example, how to sell against "free" social media.

We also conduct condensed Response Oriented Selling sessions where any new ad reps that have been hired since we conducted the training can get up to speed on the techniques.

If you've downloaded our e-book on "The 7 Essential Elements Every Ad Sales Training Program Needs" you can see our lead nurturing program in action. We'll set up a similar program for your advertising department leveraging your publication's access to local businesses. It's like having an an additional business development ad rep on your team.

Once we help you set up this lead generation program, you're continually delivered fresh leads without doing anything. It's completely automated.

Now that your ad reps, designers, and managers can deliver the entire response package (and you have the ad sales tools to prove, in advance, that response will occur), an easy way to let the business community know about your publication's unique skills (and generate some quick revenue) is by running a current and prospective advertiser seminars.

We've been doing these for years both on-site for larger newspapers or over the web for smaller ones. While they appear to be a cross between an effective ad strategy and design session for print (and digital if appropriate), what's really going on is exactly what the sales course shows—how to eliminate virtually all the roadblocks advertisers put in the way of your ad reps by proving, upfront, that you have what it takes to deliver response.

Besides great PR and an effective prospecting tool, the ad reps get to see the techniques in action (and the positive customer feedback afterward), which is a huge benefit in itself.

Once you're our client, you're a client for life. We're here for your ad reps if they're having trouble with a current or prospective advertiser or just have a question about a recurring objection.

A typical week often involves a few ad reps from our client-newspapers sending over a presentation they're working on for input. We're always glad to help.

Every configuration of our course comes with access to our popular basic new hires course (or it can be purchased separately like many of these components). This is a self-paced, Web-based course specifically designed to get your brand new hires productive fast, with expanded chapters on territory management, spec ads, sales calls, and overcoming objections. It covers both print and Web ad sales.

Many newspaper groups and newspaper associations in the U.S. and Canada rely on this course to train their own new hires and has become the most popular way to get an ad rep up to speed and productive fast.

While it's not designed to get a seasoned ad rep selling more, it'll reduce the time it takes for a complete newbie to stabilize their territory fast and gain some traction.