National Newspaper Association

Protecting, Promoting and Enhancing Community Newspapers Since 1885

Login Your Cart

Advertising / Sales

Great ideas and concepts for bolstering your ability to attract and serve advertisers.

Tips for coaching your sales team

Oct 31, 2018

Because of their value to the publication, it’s important to focus on the performance of the sales team. Although many sales managers will lament about the sales force and their inability to build ...

Read more

Getting serious about employment advertising In Just 3 Steps

Oct 22, 2018

If there were ever a time for smaller papers to get back into the employment advertising game, the time is now. With record low unemployment rates, local companies are scrambling for employees and if you ...

Read more

Selling ad campaigns is hard work

Oct 22, 2018

These must seem like the roughest of times for advertising salespeople, with so much talk about the status of newspapers in the media mix. But one thing salespeople must keep in mind is that for all their ...

Read more

The importance of time management

Oct 22, 2018

David Ogilvy, one of the legends of the advertising agency business, was known for his extraordinary efficiency. I once read that he would often call a client and set an appointment for eight or 12 or ...

Read more

Monthly ideas column offered to NNA members

Oct 22, 2018

There is a reason Peter Wagner is called “The Idea Guy.” His mind is constantly coming up with ways to help newspapers increase their revenue. With just one look at his newspaper company in ...

Read more

How to survive as a community newspaper publisher

Oct 22, 2018

This will come as little news to Publishers’ Auxiliary readers: You job is 100 percent harder now than it was 20 years ago, when the internet was in its infancy. Also, radio and TV weren’t ...

Read more

Real estate: Before and after

Aug 30, 2018

Take a good look at your real estate section. Is it modern, does it contain local content; and is it making budget year after year? If not, take that old fashioned home section with the syndicated columns ...

Read more

Tread carefully when requiring down payment for democracy

Aug 30, 2018

My hometown newspaper instituted a new policy requiring that readers “pay” for the First Amendment right to express, and explain why, who or what they support or oppose at the voting booth.

Read more

What advertisers care about

Aug 30, 2018

Back in my ad agency days, I learned a big lesson about what to do—and what not to do—in a sales presentation.

Read more

Web Design and Web Development by Buildable