SNPA News Industry Summit

Foundations of success in sales and sales management


Recruiting and retaining great sales representatives is a key concern for most newspapers. The closing session at the SNPA News Industry Summit is a don't miss for any paper that wants to improve its sales numbers.

On Friday, Oct. 12, Tom Black, owner and founder of the Tom Black Center for Excellence, will focus on the characteristics of a great salesperson, a great manager and a great company.  Participants can expect to take away a set of principles that they can implement in themselves and their companies.

You'll hear ideas that built several billion-dollar sales organizations, from a man who has taken two companies from zero to public companies.

The Tom Black Center for Entrepreneurial Excellence offers customized sales training and coaching services to national clients of all sizes in a wide range of fields. 

Black's sales career began in college when he sold books door-to-door each summer. He was so successful, he was asked to work full-time as a sales manager for the company. His techniques are still taught at The Southwestern Company today. Prior to founding the Tom Black Center for Excellence, he worked with FISI*Madison Financial, Private Business, Tecniflex/Bancsource, Imagic Corporation and Ncontracts.

View the complete conference program, including times

The SNPA News Industry Summit has topics for publishers, general managers, digital and advertising directors, newsroom leaders and other key leaders throughout your paper.

Become a sponsor or exhibitor

Hotel Rooms
The News Industry Summit will be held at the Nashville Hilton. The SNPA room block at the Hilton has been released, but the hotel might have rooms available at its standard pricing. To check availability, call the hotel at (615) 620-1000 (Monday through Friday from 8 a.m. to 5 p.m.) or dial 1-800-HILTONS.

There are many hotels in and around downtown Nashville.  To shop for the best available rate, check your favorite travel website like and


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