“Did you hear what our competitor is doing?” This question has caused many publishing company and advertising sales professionals to freeze in their tracks. What about you?Does your advertising sales team know what your competitors are doing? And if a prospect was to ask them, “ give me 10 unique reasons why I should buy an ad from you and your company," could they answer this question without a pause?“ Knowing thy competitor” is critical, and this article will outline three easy ways to know more about them, than they know about you! Let’s get started!

Circulation auditing increases ad sales and contributes to more efficient, accountable, and cost-effective circulation management. Audit reports provide persuasive, comprehensive, and authoritative analysis of your circulation, leaving no room for guesswork for advertisers.

For years, I never really understood what an acre was. You could tell me an acre is 43,560 square feet, or that it equals 1/640th of a square mile. But then if you told me your house sat on a _ acre lot, I still wouldn't know whether to envy or pity you.

Regroup…is this a new management trend? Not a chance! Regroup is simply an opportunity to end one month’s business cycle, recap the performance of the publications you manage and outline a plan of success for the new upcoming month. Why does it work? Because it allows each person on your team to assess their performance from the previous month, and make any necessary adjustments for the new month. Here’s how it works.

“When you hire the best, the rest is easy!” We have heard this phrase many times, but how do we put this concept into action? We know that hiring the best people is vital to the success of your magazine publishing company, especially if you’re growing fast. And certainly, your customers have high service expectations. So…how do you hire and keep top people? Let’s start from the beginning.

Obviously, it's a different job selling ads to General Motors or Nike than to your local coffee bar or movie theatre. And it's easier to sell ads for a well-known publication than for a startup or a small independent magazine. Still, we can generalize about the selling process, and if you follow the process I'm describing here, it will serve you equally well in either context.