Business information written specifically for newspaper advertising departments

Sales reps know that networking is a key part of their careers. In order to you’re your business and make sales, you need to get out there and make connections. As a result, sales people are continually keeping an eye out for networking events and opportunities — like the Chamber of Commerce’s after-work-hours mixers and the BBB’s business card exchanges — in order to expand their rolodexes.

Stewart was telling me about his first days of selling ads for his newspaper. “In looking through the files, I found some proposals that had been turned down by prospects. Even though I was new in the job, it was easy to see why they had been rejected. They looked like condensed versions of the rate card – never more than a half-page.

 I was talking to Angela about her early days at her newspaper. “When I moved into this sales job, a lot of clients asked about the person I replaced. Most of them asked innocent questions about how that person was doing. But some of them were nosy and persistent. I figured the best strategy was to stay upbeat.” 

Recently, online retailer Amazon added Sunday deliveries in two major U.S. cities to its offerings. In a partnership with the U.S. Postal Service, Amazon began Sunday deliveries in New York City and Los Angeles in mid-November. It hopes to expand Sunday deliveries to Dallas, Houston, New Orleans and Phoenix within the next year.

Traction is a key element in any business. Even the business of football. 

I was talking to Kyle, an advertiser who has been dealing with media representatives for many years. “I can tell a lot about a salesperson by what they say about their competitors,” he said. “It is extremely unprofessional to try to make sales points by trashing the other guys. In fact, negative comments reveal more about the critic than they do about the object of their criticism.” 

As we prepare to head to sunny Palm Springs, Calif., for the 2013 WCAA Conference, we thought it only appropriate to address the networking potential of conferences. If navigated correctly, you could meet potential colleagues, make valuable contacts and, yes, even land some new clients! We have some tips to make the most out of conferences:

The Flaw: An advertiser is concerned because her ad seems to blend in with the others on the page. She says, “There’s a lot of information in the ad, but it gets lost on the page.” 

A common obstacle salespeople face in their work is a distrustful client. But who can blame them? The longstanding image that salespeople are fast-talking and manipulative isn’t a made-up stereotype, it’s very much based in reality. These figures exist, but that doesn’t mean their sales techniques work or that you should adopt them. In fact, this archetype has become so prevalent that it makes consumers weary of being sold anything at all. Therefore, if you want to successfully sell your department’s advertising services, then it’s important to ward off habits associated with this distrustful salesperson image. According to Ali Luke’s article for Copyblogger, there are several ways you can lose your prospective client’s trust in an instant. We have them here, so you can avoid them during your next sales call.

I remember talking to a frustrated advertiser who was complaining about a certain media sales rep. “I was interested in his publication,” the advertiser told me, “and in fact, I had called him to set the appointment. But from the moment he walked into my office, he was insincere and sales-ey. He spent the whole time boasting about how great his paper was. After a few minutes, it was obvious that all he cared about was making a sale. He never made an effort to learn about my business. I couldn’t get rid of him fast enough.” 

In order to make your revenue soar, an informed and capable team of sales reps is a must. Regardless of how great your advertising services are, you simply won’t make sales without great salespeople behind them. It was under this premise that Russ Warner discussed some effective sales tips in his Huffington Post article, “Sales Tips to Make a Small Company Look Big.” He broke his advice down into three simple, but key, questions.


Success in sales hinges a great deal on appearances and first impressions whether you like it or not. Of course, landing a sale has everything to do with what you’re offering, what the client needs and the presentation itself. But even if all of that is on the up and up, most likely a client won’t trust you with their business if they don’t see you as a competent and professional individual. Therefore, a component of branding yourself as a successful and trustworthy salesperson has nothing to do with the actual business at hand, and all to do with you! We’ve got some tips to build your image in order to make sure your next sale sticks.


Email is an integral part of our daily communication — especially for professionals — and it has been for quite some time now. In fact, many professionals have their work email sent straight to their phones, blurring the lines of standard in-office work hours. This constant flow of back-and-forth emails brings with it some interpersonal issues. Sometimes emails are written in the moment, without a second glance. This can lead to not only technical errors, but it can also cause the message to be received as rude, even if it’s unintentional. Therefore, just because email provides a way to instantaneously communicate with others to get the job done, that doesn’t mean they should be sent in haste. In fact, doing so could potentially burn some bridges with colleagues and potential clients! With the help of The Huffington Post’s Dana Sachs and her article, “9 Rules of Email Etiquette,” we have some basic rules to keep in mind when composing your next email. 

Marketing is not a one-note tune. In fact, most marketing textbooks feature meticulous descriptions of the Four P’s of marketing — four elements that work together in the creation of a successful campaign. If any one of the four is lacking, failure is a likely possibility.


Groupon, a well-known daily deals website, made headlines at the end of February when its CEO and founder, Andrew Mason, wrote a company memo regarding his departure from the company. The memo read, “I’ve decided that I’d like to spend more time with my family. Just kidding — I was fired today.” The casual tone he took regarding his ouster unsurprisingly raised some eyebrows, as did a few of the other decisions he made during his time at Groupon. However, some have interpreted Mason’s departure as a writing-on-the-wall moment for the daily deals industry. 


Last week, we discussed some ways to keep from becoming overwhelmed by work, and we’re always looking for more. With that in mind, we searched for the best apps out there to help you keep track of all your meetings, tasks and contacts. Smartphones are becoming almost ubiquitous with the average businessperson and they offer apps to simplify and organize your work life. No matter what your position is in the ad department, chances are you are constantly organizing and reprioritizing your daily, weekly and monthly tasks, meetings and leads. Wrapping your mind around everything that needs to get done can become a task in itself. However, we found eight apps that will help you manage your work and the stress it can incur. Read on below to discover the benefits and specs of these great apps that will help you keep your work life on track even when you’re on the go!


Professionals of most any industry are subject to stress, anxiety and being generally overwhelmed with work. Sales reps and ad mangers are no doubt familiar with these emotions as well. Managing workflow, keeping clients satisfied and sometimes losing a sale — all of this can contribute to stress and anxiety. Of course, some of it is inevitable, however, if there are ways to manage stress and anxiety, those methods should certainly be considered. Thankfully, CBS Money Watch’s Laura Vanderkam published the article, “Four Ways to Stop Feeling Overwhelmed” to help all professionals with managing their day-to-day work life. 

With experience on both the ad agency and media sides of the business, I’ve learned some lessons about relationships between the two. There are often clashes between agencies and the media. In most case, the friction between these two key players in the marketing world comes down to two things: control and money. Both want more control of advertisers’ media placement decisions and both are in business to make money.


While new technologies continue to outmode face-to-face and telephone sales calls, it’s important that when you do make a sales call to potential and existing clients, you make it worth their time. In an interview with, Jeffrey Seeley, the CEO of Carew International, came up with a few major mistakes to avoid during sales calls in order to make every call count.

As a sales rep, you have to have a thick skin and almost impossible confidence. Sales can be a touchy career that causes reps to toughen up to meet its demands. However, sometimes the key to sales and relationship building is more about softening up and losing the tough exterior to make your clients more comfortable around you. In Jeff Haden’s article for Inc., “6 Habits of Remarkably Likeable People,” he details the ways people unleash their inner charisma and likeability that puts others at ease.


No matter your career, sales reps and ad managers included, you are bound to find yourself at social gatherings with colleagues and fellow professionals. This could be happy hour drinks after a long day at work or perhaps a holiday party; whatever it is, there are ways to navigate these professional social outings that will help you solidify yourself as a leader within the company, while displaying your friendly, out-of-the-office side. The key is to interact with everyone, even if they are outside of your normal work circle, in order to establish your presence within the company. However, you also want to avoid offending your co-workers by acting like you’re on the clock 24/7, hypercompetitive and incapable of distinguishing between the work and non-work events. In the Inc. article, “How Leaders Make the Most of Social Gatherings,” the author, Minda Zetlin, interviewed the Chief Learning Officer at Dale Carnegie Training, Michael Crom, on how to get the best of both worlds during professional social events. He affirmed that you can be a leader while not losing the casual, work-free environment. Keep reading for our assessment of his advice and take it with you to your next work party!


We attended a webinar lead by Janet DeGeorge, the President of Classified Executive Training. The presentation, “What to Expect in Classifieds: 2013 (And How to Monetize It!),” addressed what classified reps and managers should be doing in the New Year to improve their revenue. She broke the discussion down into the three major verticals: auto, real estate and recruitment. We brought back what you need to take away from DeGeorge’s presentation to adapt in your own office this year!

Reviews are vital to a business’ success nowadays, which puts those who review businesses in a unique and important position. Consumers have the ability to trump up or derail a business’ public appearance significantly, yet some consumers still receive substandard service. Self-proclaimed, “lifelong entrepreneur” Brad Newman, has developed something that can help tell a business that you mean business — the ReviewerCard. 

The prevailing opinion of the entrepreneurial world is that you have to create something big to make a difference. Like Mark Zuckerburg or Steve Jobs, you must change the landscape of human and technological interaction for the foreseeable future to make it big. Although the prospect of making billions of dollars or being able to rock a black turtle neck is endlessly exciting, sometimes all it takes is small acts of innovation to be successful.