All posts in Ad-libs

Let’s say you’re considering the purchase of a new widget. Your current widget is working okay, but you know that there have been some new innovations lately and you’d like to see what’s available. So you go to a meeting which features widget manufacturers.

It’s no secret that the more sales people know about their prospects – before they begin a sales presentation – the better their chances for successful outcomes.

In my years around newspapers, here are a few statements that made me say, “Huh?”

By John Foust Raleigh, NC I was talking to Kyle, an advertiser who has been dealing with media […]

By John Foust Raleigh, NC I remember talking to a frustrated advertiser who was complaining about a certain […]

By John Foust Raleigh, NC Meet Erica, a veteran of many years of sales presentations. “There’s a lot […]

By John Foust With experience on both the ad agency and media sides of the business, I’ve learned […]

John Foust Thomas knows the power of storytelling. “I’ve found that the right stories help me sell more […]

By John Foust Raleigh, NC The flaw: You’re meeting with a prospective client, but you seem to be […]