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Verizon buying AOL for $4.4 billion is.... Well, it's the biggest thing to happen since America Online acquired Time Warner for $182 billion in stock and debt 15 years ago! Sure, I know these ancient history…
Verizon buying AOL for $4.4 billion is.... Well, it's the biggest thing to happen since America Online acquired Time Warner for $182 billion in stock and debt 15 years ago! Sure, I know these ancient history…
It's perpetually conference season in our world. And the panels are perpetually underwhelming. So here's a repeat of my post from 2011. Audiences, you're welcome! Industry conference season now seems to…
I don't know how we'd mark the beginning of the programmatic age in our business - I'm sure someone must have a record of the first time the word was uttered. But whenever it was - six, seven, eight years…
We tend to think of business and sales cultures for how they enable, elevate and extend our work. A strong culture gives our people clarity on the mission, helps them make appropriate decisions and level…
My friend Joe Pych of Bionic Ad Systems sent me this thoughtful, evocative Harvard Business Review article on sales compensation, and I think it's a must-read for anyone running a business who needs great…
If you're a seller, ask yourself an important question: "Why am I avoiding verbs that mean something?" Do you not talk about selling and persuading to avoid being rude or to avoid being accountable? It's gut check time; time for us each to own why we're in our jobs, in front of customers, in this business? We're there to change the outcome. To ask hard questions. To persuade. To secure commitment. To sell. Next time you're talking with your manager or seller, listen to the words you're using. Get the verbs right and you'll be amazed how clear and compelling your sales picture becomes.
I offered some keynote remarks yesterday at a major media company sales conference in Manhattan, and was asked a very thoughtful question during the Q&A that followed. "How have the media salespeople in…
We can hold salespeople and ourselves accountable for discrete actions. Actions breed a culture of clarity and consistency. Take enough steps and you have direction. You can't manage or control what's in someone's head...only what they do. So shut down the endless cycle of reflection and debate and start getting stuff done. You'll be amazed at how much better everyone ends up feeling.
Whether you make blue jeans or offer DMP services, being authentic doesn't mean that you're the only one who makes what you make or does what you do. It means being clear and open about your process, your motivations, your beliefs. No matter how right or left brain your company is, there is something authentic and genuine about how you build your product or deliver your service; why you're in business at all; and in what you believe as a company. Or at least there should be.
Along with Angelina Eng of Merkle and Mindshare's Jon Hsia, Mitch Weinstein of IPG Mediabrands and Magna Global will be taking part in a thoughtful and compelling discussion on viewability at Seller Forum…
At the upcoming Seller Forum on March 12th, I'll be moderating a thoughtful and - hopefully - productive discussion on the latest thorny issue in our digital greenhouse: ad viewability. Over 50 senior…
LUMAscape architect and dynamic investment banker Terry Kawaja is joining us at The Seller Forum on March 12th to talk about the consolidating video marketing world. To prep for his talk at the Forum,…