You need to have a two-pronged approach – one plan for your newspaper, the other for your advertisers.MORE
For a sales team, the best way to position the group for success is through specialization.MORE
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
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
The first step toward making any sale is building the relationship. People buy from those they know, like and trust.MORE
By giving your team boundaries, it will be easier for you to not only monitor performance, but also optimize their behavior for the future.MORE
How do you get ahead of the game and make sure you're working as efficiently and effectively as possible? It's a simple two-step process.MORE
Here's a three-step process that will ensure that your salespeople are always working toward maximum efficiency and effectiveness.MORE
Even on the Internet, where people are separated geographically but closely connected online, the old sales adage still holds true – people buy from those they know, like and trust. Social media gives you an opportunity to quickly build a relationship with a vast audience.MORE
The heart of a newspaper is local content and local news. Social networking gives you the power to leverage local content to go deeper and wider, and as a result, increase engagement throughout the site.MORE
Read about the latest job openings posted on the SNPA website. And, send us your listings to post at no cost.More
Newspaper companies know how to sell subscriptions and ads, but they don't necessarily think about selling their own merchandise. Go online to The Post and Courier store in Charleston, S.C., and you'll find all sorts of items that make money.More
Companies that are not current members of Inland, SNPA or the Local Media Association can save hundreds of dollars when registering for sponsorships or exhibit space for the Mega-Conference by taking advantage of a special trial membership offer.
When purchased at the time of registration, this special three-month membership package saves exhibitors and sponsors between $321 and $1,321 and gives your company and its employees the opportunity to experience the benefits of membership in all three of the sponsoring associations.
The trial memberships begin on the opening day of the Mega-Conference and end on May 23.More