Our Basic Newspaper Advertising Sales Course

Ad sales training to help you to start selling fast in your new territory
This is a sample showing just the first four chapters of this course. Buy the full course here starting at $59 
© 2015 Robert McInnis Consulting

Introduction: My background

Why take my advice?

Since I got out of college in 1984, I've been selling, managing, consulting, or conducting training in the newspaper industry ever since.

I've sold advertising, trained, and managed ad staffs for a variety of small weekly newspaper groups. I've also sold major account advertising on New York's Madison Avenue for Newsday, a 750,000 circulation daily and a top-ten U.S. newspaper (at least back then it was!). My territory generated $2 million a year (a similar amount to what my former weekly newspaper group brought in altogether). Later, I became training manager there.

Along the way, I've taught hundreds of newspaper advertising salespeople at all levels to sell dramatically more advertising. In fact, I felt I was making enough of a difference with my training that 20 years ago I decided to start my own ad sales training company with a course I created and teach is called Response Oriented Selling. I've taught it on-site at over 1,000 newspapers in the US, Canada, UK, Spain, even Bermuda and Barbados.

If it makes you feel any better, you can read a more detailed bio of me.

The course you're about to participate in is not the Response Oriented Selling program, which is conducted on-site at our clients' facilities (or live over the Internet in Webinars) and provides specialized skills to help newspaper ad salespeople at every level be more effective. While this course will help you stabilize your territory, Response Oriented Selling will, as we say, will turn you into a superhero.

This course, though, serves a very specific purpose—dramatically reduce the time between a salesperson being hired and that salesperson producing revenue in a territory. In fact, if you've been selling for a while you might find this program too basic. If you haven't, we think you'll find it invaluable. Some of the largest newspaper groups and associations in the country license this course for all their properties.

Hopefully, this program will keep your stress levels down, help you with the transition from new hire to productively managing your territory, and provide you with all the little tips and tricks that you'd only pick up after months, and sometimes years, in this industry. And above all, I hope this course will help you make lots of money.

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