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Enjoy the rest of the published articles:
"Catching Clients On The Rebound - how to make your publication an essential ad buy" May 2002
"
Don't sell Print against the WEB: It's imperative that ad sales reps talk about the total customer experience, not the strengths of print versus online" January 2002
"Selling Through a Slump - forecast of advertising companies and how to manage business" September 2001
"Don't Sell Print Against the Web - techniques for selling print advertising" June 2001
"Dealing with media buyers: making sure you differentiate your magazine" January 1998
"The new 'super buyers' of ad space - magazine advertising" March 1997
"Ad positioning: the awful truth - ways to use positioning to improve advertising sales for periodicals" August 1996
"The client who lies to you; in the magazine business, information is our life, and misinformation - of any kind - our gravest danger"
April 1995
"How to motivate your client to buy: develop a dialog with your client that inspires commitment - magazine advertisers" 1995
"The client who can't say yes" November 1994
"The case of the missing client -
making decisions using special skills" February 1994
"International selling skills - international magazine advertising" 1994
"Beating the price grinder at his game - magazine advertising sales" May 1993
"International selling skills" February 1993
'Insider' selling: four ways to boost your visibility and credibility and gain entree to reluctant prospects - Ad Sales" October 1992
"Making a sales presentation work - selling advertising space - Ad Sales" March 1992
"Your winning numbers - ad readership studies contain a wealth of information and can work to your advantage" June 1991
"Selling with readership studies - Ad Sales" September 1991
"Salespeople: getting the best for less; step-up hiring can be a great way to grow your own sales stars" March 1990
"Keys to developing contract sales" August 1988
*
Selling ad space against direct mail" November 1987
"
Can Your Sales Reps Pass This Test?" June 1987
"
Selling Through an Ad Recession" United Litho newsletter
Josh Gordon's Smarter Media Sales