Sales/marketing
25 results total, viewing 21 - 25
Selling and sailing have a lot in common. Consider the jibe. A sailboat cannot sail directly into the wind, but it can sail at angles to the wind. The closest point of sail is approximately … 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
Carla has been selling advertising for many years. She has researched and tried a variety of techniques to answer objections. “Just about everybody knows the Feel-Felt-Found formula,” she said. … more
Saundra’s experience as a sales manager has given her a unique perspective on client relationships. “Most sales people in the advertising business are taught to discover problems and … more
NPCA General Counsel Amanda Martin provides a handy "cheat sheet" for political advertising. more
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