Brochure: page four

Trackable, instant return
We provide our own tracking software that makes it easy to see the revenue our training generates. It's common for our clients to make their training investment back the same week we train, and certainly within the first two.

Long-term gains
Unlike many programs that produce a burst of revenue which slowly tapers off, our training keeps producing strong revenues for years. We find that when an ad rep learns how to sell more with less effort, they tend to stick with it, especially when it makes their advertisers happier. We also ensure long-term use by demonstrating the techniques live in front of your merchants, conducting one-on-one target account sessions, management coaching sessions, providing an easy-to-use follow-up system and making available a special area on our Internet site where your salespeople can always find us.

New and better ad sales techniques
Simply put, we know ad sales and teach only things that even your most experienced salespeople will find more effective than what they're currently using. Although general sales trainers love to tell you that sales techniques stay the same no matter what you're selling, we know better. We also know how hard it is to sit in a conference room listening to trainers tell you what you already know or ask you to say and do things that ultimately don't work in ad sales.

Credible instructors
Nothing turns off an ad staff faster than a trainer who has never been where they've been. All of our instructors have not only sold advertising for large dailies, but held management positions and have been instrumental in their staff's training. In fact, the creator of the program was Newsday's training manager. There's very little that an ad staff can throw at us that we haven't dealt with ourselves.

A non-threatening environment
We have no need to embarrass salespeople in front of their peers. Trainers who have a condescending, know-it-all attitude either don't understand how much it undermines their efforts or are compensating for inadequate material. In fact, our clients are always commenting on the warm, nurturing, non-threatening environment we create. And we encourage salespeople to challenge everything we say, to ensure they're comfortable enough with the concepts to use them on the road.

Affordable
Just because we provide better results than other training programs doesn't mean we cost more. Although pricing depends on how many groups of salespeople will be involved in the program, rarely does a potential client find our fees prohibitive.

More for your money
In fact, our clients will tell you they get more for their money since the skills we teach can be used on every sales call and we involve everyone in your department, including salespeople, artists, marketers, managers, and merchants. Even your sales assistants are welcome. And because our program pays for itself within the first couple of weeks and keeps paying off for years, there's really no other program in our league.

Recognized throughout the industry
If you seem to see us everywhere you turn, you're not alone. Not only do we conduct short seminars for the American Press Institute, but we're one of the few firms they've actually hired to develop internal sales programs. A recent survey by Presstime Magazine found us their readers' top choice for ad sales training. We're also in high demand to speak at top newspaper association conferences, including NAA's parent the World Association of Newspapers, the International Newspaper Marketing Association, the Society of Newspaper Design, the Newspaper Society (UK) and countless others.

Over 400 client newspapers
In the past six years, we've conducted this program at over 400 newspapers. Odds are we can put you in touch with a client of ours that you already know. Contact us and we'll provide you with everything you need to know to make an informed decision.

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