Sales/marketing
82 results total, viewing 21 - 40
One of the basics of selling is to get the right kind of information from prospects. There is a big focus on asking about prospects’ goals, target audiences, marketing budgets and previous … more
I remember taking a day-long ski trip to Virginia. The charter bus was filled with skiers who had different levels of experience: a few were pretty good, most were average, and some were novices like … more
  Samuel, the ad manager at a community paper, told me about a simple technique his sales team uses at the end of meetings with prospects and clients.    “I once … more
A single ad probably won’t generate much business. The real work is done in multi-ad campaigns. Here are a dozen tips:  Learn from history. It’s important to study your … more
Carl is a marketing manager who has been on the receiving end of hundreds of media presentations. He knows a thing or two about effective sales techniques. “Most of the time, I’m the point person … more
I was talking to Greg, a veteran sales manager “Our sales team knows the importance of asking questions and gathering the right information,” he said. “But the key is to write it down … more
I once encountered a car dealer who took advertising puffery to new levels. They publicized themselves as being number one in every conceivable category. Their general advertising theme was, … more
In order to look ahead to a new advertising idea, sometimes it helps to take a look at the past. When an advertiser has been in business for a number of years, there are plenty of … more
With digital advertising on track to comprise the lion’s share of advertising dollars, programmatic advertising will continue to gain prominence in the digital media-buying space. Here are six … more
Want to get more eyes on your ads? Let’s take a quick look at some ad design tips:  Keep things simple and uncluttered. The four basic elements of a print ad are (1) headline, … more
I love golf, but I’m a terrible golfer. I’m the only golfer I know who has lost someone else’s golf ball. On a best-ball round, I mistakenly hit the wrong ball – directly into a lake. … more
Some years ago, I attended an exhibit of treasure from the Atocha shipwreck which treasure hunter Mel Fisher had located off the coast of Florida. The Atocha was the most famous ship in the Spanish … more
Alex is an ad manager who wants his sales team to be professional from start to finish. “Some sales people talk too much, especially at the end of a sales conversation,” he said. “It’s like a … more
Once an ad’s graphic design attracts readers’ eyes, it has to say something of value. Otherwise, readers will skip the ad and miss the message completely. Here are a dozen copywriting … more
Proofreading is one of the most important skills in the advertising world. While anybody with a sense of humor can appreciate a harmless blooper (one of my favorites is the sign that read, … more
Diane was telling me about her early days in selling. “One day stands out in my mind,” she said. “I had back-to-back appointments with two different prospects to talk about a special section. … more
When I was a kid, my family took weekend trip to Atlantic Beach on the coast of North Carolina, which is a popular place for fishing in the fall. One night, Dad took me to the Triple-S fishing pier. … more
Lori told me about some simple techniques she uses in advertising presentations. “Once the other person mentions a problem,” she said, “it’s important to slow down and show … more
The members of NCPA will convene in Raleigh March 20-22 at the Raleigh Marriott Crabtree Valley. (Site of the 2018 convention which held record crowds.) NCPA continues a tradition of offering free … more
Jonathan told me about his friend Dave’s sports car. They rode around in it in high school, and although it was old even then, they loved the car and didn’t let its mechanical … more
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