Engineering sales 3/5/19

By Jane Nicholes, SNPA Correspondent

A new advertising support position at the Northwest Florida Daily News is paying off, according to Ethan Aden, digital sales manager for the paper based in Fort Walton Beach.

The job title is sales engineer, and the goal is to put together multimedia proposals for the sales reps to present to clients – complete proposals backed by research into markets, demographics and other factors.

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Drive revenue with sales models that deliver 2/7/19

Mega, rockstar sales leaders from across the country will share their revenue-driving strategies and tactics at the Mega-Conference in Las Vegas, Feb. 25-27.

Sales models of the past are no longer applicable in today's world of pure-plays, digital dominance and a shift beyond consultative selling.

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Gannett's raising its IQ to outsmart local competition 1/23/19

As local advertising spend continues to rise, delivering the leading marketing and advertising solutions have never been more important.

On Tuesday at the Mega-Conference, Paras Maniar, President Local, Gannett | USA TODAY NETWORK, will talk about how Gannett has been innovating to offer local advertisers more effective and creative ways to connect to its audience in local communities across the country.

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Going after the competition 1/22/19

By Jane Nicholes, SNPA Correspondent

The five newspapers in BH Media's Alabama Group signed up 77 new advertising accounts in about six weeks last year through an in-house sales competition called "Let's Play Takeaway."

The goal is to win new accounts away from competitors and regenerate inactive accounts. Advertising representatives compete among themselves for prizes ranging from $75 for the person bringing in the second-highest number of new accounts up to $500 for the salesperson who generates the highest amount of new revenue.

The competition is about to begin its third year.

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7 Sneaky ways your sales technology is costing you 12/17/18

Outdated sales technology affects a media organization's bottom line, but there are valuable solutions to this pressing problem. During the Monday morning bonus session on advertising at the Mega-Conference, Shawn DeWeese, senior sales executive with Lineup Systems, will talk about seven sneaky ways your sales technology is costing you (and how to stop the bleed).

He will share case studies that look at the real cost of siloed sales data, "quick-win" tech tips that increase ROI and time-saving tools to help teams sell effectively.

Plan your travel to arrive on Sunday, so you can benefit from these added conference sessions. MORE

Building a productive sales environment 10/31/17

By Cindy Durham, assistant executive director, SNPA

Newspaper companies can't take a passive approach in how they approach the hiring of salespeople. They must implement a proactive hearts-and-minds marketing campaign in order to build what Charity Huff, managing partner of Maroon Ventures, calls the A-Team.

During the SNPA-Inland Annual Meeting, Huff shared proven, successful strategies to build a productive sales environment, maintain a healthy pipeline of qualified sales professionals, and reach new customers with compelling marketing tactics.

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What your salespeople are afraid to tell you 4/4/17

It seems like most managers have forgotten the mentorship part of their jobs – if you listen to the voice of the sales rep. "He doesn't seem like he wants to help me out," a respondent said about his manager in SalesFuel's 2017 Voice of the Sales Rep study.

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