I do speak frequently at state, national,
and international newspaper conferences to publishers, managers, and ad reps. I also speak
often at the American Press Institute. I'm known
for my lively seminars that combine cutting-edge techniques,
real-life case studies, and humor. Participants leave
with specific things that they can do to quickly and dramatically
increase print and Web ad revenues. My seminars consistently appear at the top
of the conference attendee surveys.
Here's more about the current seminar I'm sharing at
conferences, my bio, a list of associations at which I've
spoken, as well as answers to frequently asked questions.
If you're with a newspaper association, feel free to contact
me. If you're a member of a newspaper association
and would like to see me speak at your next conference, tell
your association about us.
Inhibitors to Ad Sales and How To Overcome Them
Seminar length: can be adjusted to anywhere between 60-120
If you've ever invested
in training just to find your staff drifts away from it a
few weeks later, it may not be the salespeople's fault.
In this seminar, I reveal the problems specific to
the newspaper industry that will actually discourage your
sales staff from using the proper consultative selling approach.
I'll also share a number of solutions that will drive
up your department's sales. A must for publishers and
Ad Sales Camp
Want to run a "sales camp" for your publishers, ad directors, and ad reps? I do this often, most recently at the Arizona Newspaper Association and the Pennsylvania Newspaper Association with stellar reviews. The sessions are based on my Response Oriented Selling course, which teaches an easier way to drive major print and Web ad revenue fast. Read more about or take a look at my blog where I discuss the techniques and show ongoing examples.
||Hear Bob McInnis talk about how his course eliminates the two biggest roadblocks your ad reps face selling print and Web advertising
Biography of Bob McInnis
Bob McInnis is a former
Newsday executive and president of McInnis & Associates,
an international newspaper ad sales consulting firm.
His firm has implemented its unique system of ad sales, Response Oriented
Selling, at over 1,000 newspapers worldwide, including the
Boston Herald, Cincinnati Enquirer, Washington Business Journal,
Aberdeen (Scotland) Journal, and Nottingham (U.K.) Post.
His unique solutions to the toughest areas of ad sales combined
with real-life case studies have made him a favorite at the
American Press Institute and countless newspaper conferences
including the World Association of Newspapers (Barcelona),
The Newspaper Society (U.K), The International Newspaper Marketing
Association (Toronto, Boston, Texas, Costa Rica), and numerous
state association conferences. McInnis & Associates'
client support web site (ads-on-line.com) contains a free
area which is the home to the world's largest new hire ad
sales training program.
Partial list of associations
at whose conferences Bob McInnis has spoken
As you'll see, once an association
has brought us in to speak with their attendees, they almost
always invite us back again.
Alberta Weekly Newspaper
Arizona Newspaper Association (2 times)
Hoosier State Press Association
Michigan Press Association (2 times)
New York Press Association (1 time)
New York Newspaper Association (4 times)
New England Press Association (3 times)
New England Newspaper Association (2
Pennsylvania Newspaper Association
Marketing Association (4 times in Toronto, Boston, Atlanta,
Newspaper Society (2 times in U.K.)
World Association of Newspapers (Barcelona)
Society of International Publishers (Madrid)
Inland Press Association
Suburban Newspapers of America (2 times)
Society of Newspaper Design (4 times)
National Newspaper Association
Canadian Newspaper Association
American Press Institute (10 times
plus designed their internet-based ad sales training program)
What associations are saying about
our conference seminars
"Wow! Your approach
to the topic at hand was superb, not just from my point of
view but from the members' as well. You were one of
the two highest rated discussion leaders for the seminar. 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."
-The American Press Institute
"Best of conference two years in a row and voted 'best
idea of all time'"
-Suburban Newspapers of America
"The attendees all agree your information was useful
and could be applied to his/her newspaper. They absolutely
love your style and found you entertaining. To sum it
up, YOU WERE GREAT!"
-New York Press Association
"McInnis wow's 'em at ad sales seminar"
-New England Newspaper Association
"Your program is critical to newspapers' future.
Very valuable, based on the evaluations we received.
Compelling, entertaining, lively, engaging, and informative."
-Society of Newspaper Design
"WOW! I can't describe how much I learned!"
"Wonderful! Informative! Bob is great!! Can't
believe the time went so quickly. BRAVO!!"
Press Institute participants
"During a time of incredible change in our industry,
McInnis & Associates' presentation forces marketing and
sales executives to sit up and take notice of the shift in
customer perspectives. It was a hit with INMA attendees
two years in a row!"
-Earl J. Wilkinson, INMA Executive Director
much do you charge?
the budget limitations most newspaper associations have and we'll work with you. Whatever you end up paying us, if
you ask around, you'll find we're worth it, with attendees
leaving both happy and empowered to return to their newspapers
and make a number of changes for the better.
We keep very busy and our schedule is usually booked far in advance. Contact us
for availability as early as possible.
type of newspaper is your program appropriate for?
Having sold, managed, and
conducted training at the country's smallest weeklies and the largest dailies, the seminars we conduct at association
conferences are appropriate for all kinds of publications.
type of audience is best for your conference seminars?
Our seminars are targeted
toward publishers, advertising directors, and, especially in the case of a "sales camp", newspaper advertising representatives.
can I get more information?
see here is the extent of the information we have in writing.
We believe you can get a better feel for if we'd be appropriate
for your next conference by talking to us and the associations
who have had us speak in the past. Don't hesitate to contact us if you'd like
to learn more