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A few years ago, I spent several days with a newspaper in Tennessee. They were converting from an editorial workflow based on QuarkXPress to InDesign and asked if I would be on hand when … more
Lawrence told me about a technique for gathering information from prospective advertisers. “I’ve been selling for a long time, so I realize the importance of information. But I like to go beyond the standard questions about their history, products, customers and goals.” more
An exchange in an editors’ hotline probed a familiar topic: When is a business announcement considered news, and when is it an ad? The item in question was a new employee at an auction and … more
Brandon is an advertising manager who wants his team to be prepared for all sales situations. “We spend a lot of time on sales strategy,” he said, “because that helps us cut down on … more
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