Do you have a sales prevention department?
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his...
Four words for ad professionals: “Oh yeah? Prove it.”
John Foust has conducted training programs for thousands of newspaper advertising professionals. Many ad departments are using his training ...
Full load or half-load
Greg used to help his uncle sell and deliver firewood on weekends. No doubt, that influenced one of his first phone calls when he...
Multi-tasking = multi-risking
Joseph was talking to me about something he feels is important to the ad staff he manages. “These days, there’s a lot of talk...
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...
The importance of time management
David Ogilvy, one of the legends of the advertising agency business, was known for his extraordinary efficiency. I once read that he would often...
What advertisers care about
Back in my ad agency days, I learned a big lesson about what to do – and what not to do – in a...
Too many opinions spoil a presentation
Back when I was in the ad agency business, I made a logo presentation that turned into a fiasco. It was an uncomfortable reminder...
“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...
A strategy for organizing your advertisers’ information
I was talking to Greg, a veteran sales manager “Our sales team knows the importance of asking questions and gathering the right information,” he...