Motivational

Running High Hurdles To Visualized Success
The story of how a boy with low self-esteem becomes a great high hurdle competitor.  The traits of flow, visualization and winning edge strategy which transformed his life, are applied to the every day life of business people.

General Business

Networking - What Is It And How To Set Up A Networking Group In Your Community
Networking is one of the most powerful techniques you can use to succeed in almost any endeavor.  Learn how to set up a structured business networking group in your community.

Creative Design

Content vs. Form - What You Say Is More Important Than How You Say It
What really decides consumers to buy is the content of the advertising - not its form.

The Continuing Saga Of The Spec Ad Layout
How are advertising materials organized with the client and how are the materials presented to the graphic artist . . . then how are spec layouts presented back to the client?

Advertising Salespeople

Super Sales Teams Of The Future
There has been a growing trend to develop cross-functional or self-directed sales teams comprised of salespeople, graphic designers, telemarketers and marketing experts.

A Creative Strategy To Sell Merchant Groups . . . Shopping Centers, Business Communities, Small Towns
Many times a publication will recognize the need to sell groups of merchants, instead of struggling to sell individual Mom and Pop operations.

Working With Hard-To-Please Customers
The road to the "firing line" with customers is traveled by salespeople who are sometimes not prepared to "be in the arena."

How To Sell Advertising Agencies and Media Buyers
Anyone who has ever called on advertising agencies will quickly recognize the fact that many media buyers have never understood the importance of a community newspaper.

Publishers / Management

Branding - Building Your Image In The Marketplace 
Branding is the quantifiable, long-term, strategic marketing process of building and overseeing the perceived value of an asset . . . and determining the re-allocation of the asset’s value.

How Publications Can Develop Faster And More Effective Streams Of Revenue
The answer to stressful one time "quickie" promotions and signature pages is a 5-point plan of action that will create far more effective streams of revenue.

Ways To Keep The New Customer Sold On Your Publication
Keeping communication lines open and active between your publication and its' advertisers is imperative to offset competitive claims which are frequently aimed at undermining the advertiser’s confidence in your sales arsenal.

How To Sponsor A Seminar For Your Customers
The promotion for this event has to be enthusiastic and well-planned. Pick out a pleasant place to meet, get a dynamite seminar leader and you will have a very special event that customers will not forget.

What Should Publishers Look For In A Sales Training Program
All salespeople need to understand the buyer and their needs.  But shotgun selling techniques that work for computer or office supply salespeople may not be targeted for advertising salespeople.