How can newspapers earn political ad dollars? 3/31/14

By Abby Sineni, research manager, Borrell Associates
Political advertising is brought to the forefront during the even numbered years when presidential and congressional elections are being fought and ad dollars show significant spending. However, each year political campaigns and Pacs spend advertising dollars to get their candidates' name and message out. In each election cycle, total advertising and online advertising has seen an increase and will continue to do so. MORE

How do you measure digital sales success? 3/24/14

By John Reetz, Media Solutions Partners
Our company did a survey recently for a client, and one of the questions was "how do digital sales fit into senior management compensation formulas?" Here are representative anecdotal responses from sales managers at a variety of papers. MORE

What are the qualities or traits of the very best salespeople? 3/17/14

By Sammy Papert, president, Wormhole LLC
One of the points I share during every AdSeller training session is what I feel are the qualities or traits of the very best salespeople in the universe. In a time when many of the talents from yesterday are not working like they once did, see if these traits still make sense to you. MORE

Frequently asked compliance questions 2/6/14

By Josie Martinez (Benefit Development Group, a UBA partner)
Lately, it seems we have been getting the same compliance questions over and over again from our clients. Below are some of our most frequently asked questions. MORE

How can I use mobile to help my newspaper? 2/5/14

By Allan Barmak, consultant and author of "The Accidental Salesperson"
You need to have a two-pronged approach – one plan for your newspaper, the other for your advertisers. MORE

What should publishers consider when buying CRM and business management software? 1/16/14

By Mark McCormick, president of Mirabel Technologies
Here is a checklist of considerations I recommend when shopping for a publishing software system (or any software for that matter). MORE

How can I get my sales team best positioned for success in 2014? 1/8/14

By Allan Barmak, consultant and author of "The Accidental Salesperson"
For a sales team, the best way to position the group for success is through specialization. MORE

How can I set myself up for success in 2014? 12/4/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"
I would recommend having an "advertising review" meeting with each of your current clients. Did you hit the metrics that you previously discussed? Did you succeed with some efforts and fall short of the metrics with others? MORE

Is there still a need for COBRA? 11/7/13

Response from Linda Rowings, chief compliance officer, United Benefit Advisors
The framers of PPACA (Patient Protection and Affordable Care Act) decided that COBRA should be available even after the health marketplaces become available primarily to avoid possible disruptions in care. They felt that COBRA beneficiaries, many of whom have significant health conditions, should be allowed to stay with their current health care providers if they chose to. MORE

How do I deal with objections to online advertising? 10/24/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"
The first step in being able to do this is by making sure your salespeople know your product inside and out so they can anticipate objections. This means that they should not only learn your value proposition in detail, but learn what objections the prospects may have to the sales pitch. MORE
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