"The most telling feedback is when you hear your salespeople telling others on the floor, 'You've got to get signed up for this the next time they come and do it'"
— Dave Hunke, Publisher, USA Today
(former publisher Detroit Free Press, Rochester Democrat & Chronicle and V.P. Advertising, Cincinnati Enquirer)

Hear more of Dave Hunke's comments on the program in an audio clip.

"In first month after we conducted the course we sold $203,000 worth of new business and we did it because of this course. By December 31, I hope to be at $1 million. You'll use every bit of this course and you'll use it day in and day out. What ends up happening is you get clients for life. You'll see your sales staff have an enthusiasm that wasn't there before.'"
— Dave Conner, Advertising Director, Danville Commercial News, Danville Illinois. (14,500 circ. weekday, 16,500 weekend)

Hear more of Dave Conner's comments on the program in an audio clip.

More feedback about our Response Oriented Selling program:

"Your entire program was such a joy to experience and a worthwhile project that even the 'old dogs' on our staff said they learned many 'new tricks'. In fact, all of the feedback we solicited from our sales staff was totally positive. One senior salesperson said it was the best training he had ever received because the principles were solid." We highly recommend your training to other newspapers."
— Michael Raz, Advertising Director, The Register-Guard

"Thank you for your outstanding effort while working with my sales staff and local advertisers. As you know, we had over 320 business people attend one of four seminars. Within the next three months, we will generate a substantial amount of new advertising dollars tied directly to the Response Oriented Selling program. You should also know that the sales and creative staffs accepted your training quite well."
— Kurt Vantosky, Advertising Director, Anchorage Daily News (now VP Advertising for Tacoma News Tribune)

“The Response Oriented Selling System training is different from everything else I had looked at. Unlike most outside training programs, this one is extremely relevant to the newspaper industry and worked very well with our current training agenda. His stuff makes so much sense that it will be easy to retain and use everything. Great style--reps really related well.”
— Carol Hahn, Ad Director, Cincinnati Enquirer

“There are lots of ad sales training programs to choose from, but your marketing consultants will ultimately use only the techniques that really work for them. That's why we've conducted the Response Oriented Selling® program twice at the Morning Call. If your staff hasn't yet learned these techniques, they're losing sales. There's no better way to make objections disappear and produce a strong response for your advertisers.”
— Leigh Moylan, Training Manager, Allentown Morning Call

“It’s the best newspaper training program I’ve experienced. We’ve had more than 40 salespeople and a dozen managers participate–at all levels of experience–and every one of us has had a positive experience. Our staff thinks it’s great. We’ve already experienced a return on our investment and they’re still here!”
— Ken Brill, Advertising Director, Syracuse Newspapers

“Even your most experienced salespeople will benefit... The techniques shared and taught will without a doubt enable our staff to be more effective.”
— Dennis Thompson, Advertising Manager, The Times Colonist

“Excellent program. Both our salespeople and customers learned a great deal. Compared to other programs, this was better received by the sales staff. We have had many different teachers over the years—this is the first program that was loved by everyone—we would definitely do it again!”
— Amanda Schumaker, Ad Director, Portland Newspapers

”Every one of the sales executives stated that they benefited tremendously from the sessions!”
— Sandra Clarke, Ad Director, The Advocate Co., Barbados

“Bob’s approach with the sales staff creates excitement, enthusiasm and has led to increased revenue. Our payback on the cost of the program was tenfold.”
— Leo Pieri, Ad Director, Montgomery Advertiser

“The management coaching module of the Response Oriented Selling System was excellent. It provided us with a detailed, step-by-step system that will keep our investment paying off for years. Nothing was left to chance. We know exactly how to coach the staff with every step of the sales process, where the staff can get sidetracked and how to keep them selling. Even the forms they provided us made
a huge difference!”
— Denese Allen, Advertising Director, Nantucket Inquirer & Mirror

“Management follow-up will make or break the success of any training program. Response Oriented Selling’s management module was the first one we’ve ever seen that puts as much emphasis on the follow-up system as it did on the sales training itself. It clearly made the difference since it’s been months and we’re still
experiencing strong returns.”
— Doug Gillen, General Manager, Suffolk Times/News Review

“Finally someone from the sales side of things is telling it like it is! Thank you for finally illuminating and hopefully eliminating the age-old problem of salespeople not giving artists any information and expecting an effective ad. Response Oriented Selling helps to bring the two departments together!”
— Lynne Berger, Art Director, Community Newspaper Company

“The merchant’s seminar was more proof that this concept works! All of the merchants that attended were on the edge of their seats for a good hour and a half and many remained long afterwards to discuss specifics.”
— Sam Adkins, Ad Manager, Tucson Newspapers

“Wow! Your approach to the subject at hand was superb, not just from my point of view but from the member’s as well. I think your expertise and presentation style works extremely well in the conference room. You can rest assured that I'll be
asking you back in the future.”
— Jeff Cowart, American Press Institute

“During a time of incredible change in our industry, McInnis & Associates’ Response Oriented Selling System forces marketing and sales executives to sit up and take notice of the paradigm shift in customer perspectives. It was a hit with INMA attendees!”
— Earl J. Wilkinson, INMA Executive Director