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.

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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.

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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?

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How do I deal with objections to online advertising? 10/23/13

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.

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How do I gain a bigger share of online revenue? 10/10/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

The first step toward making any sale is building the relationship. People buy from those they know, like and trust.

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How do I ensure that my team is all on the same page? 9/19/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

By giving your team boundaries, it will be easier for you to not only monitor performance, but also optimize their behavior for the future.

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What are some good time-management tips for my busy staff? 9/5/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

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.

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How can I get my salespeople to work more efficiently? 8/15/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

Here's a three-step process that will ensure that your salespeople are always working toward maximum efficiency and effectiveness.

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How can I keep individuals engaged through database marketing? 8/1/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

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.

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How can I increase engagement with readers? 7/18/13

By Allan Barmak, consultant and author of "The Accidental Salesperson"

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.

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