Fusion Selling Part 2: Profiling the New Seller
Last week I wrote about "Fusion Selling" - a fresh approach to digital sales that can make order and opportunity out of the depth and chaos that is today's digital media toolbox. Today I'll continue…
Last week I wrote about "Fusion Selling" - a fresh approach to digital sales that can make order and opportunity out of the depth and chaos that is today's digital media toolbox. Today I'll continue…
A good friend asked me yesterday what I thought the next big thing in web advertising would be. I had one of those moments where you just start speaking to the question at the same time you're thinking…
Last week, Yahoo! named former Autodesk leader Carol Bartz as its new CEO. Now, I wouldn't know Ms. Bartz if I ran into her on the street, so I have no valid opinion about how successful she'll be and…
Create a Learning Agenda for Yourself. What will make you smarter and more vital to your company and your customers if you learn it this year? What area of expertise or insight will you 'own'? Perhaps its vertical knowledge of an industry. Or maybe expertise in a process or technology. If you're just doing your job you're doing yourself a disservice. Growth doesn't just happen; you've got to have a plan... a plan with dates, deliverables and action verbs on it.
There's an iconic New Yorker Cartoon from the late 90s that has a man and woman tucking their toddler son into bed for the night. The husband is saying, "Of course he looks peaceful - he's lived his…
At this stage of an economic cycle and at this time of the year, "be thankful for the important things" would be an all too common read. What usually follows is the garden variety friends, family, health,…
There's an iconic mid-90s New Yorker cartoon that has two parents standing over the crib of their sleeping infant. Arm around his wife, the father says, "Of course he looks peaceful. He's only ever lived…
There's an old Balkan proverb that speaks to the inevitability and consistency of change in the face of man's emotional keening and hand-wringing: "The dogs bark, but the caravan rolls on." I've thought…
"The world is made of spider webs, The threads are stuck to me and you. Be careful what you're wishing for, 'cause when you gain you just might lose." ~"Spiderweb," Joan Osborne Tricky thing about…
At a time when the online advertising market appears to be softening, it may seem odd to suggest being more selective about the business we write as media sellers. But in my estimation, it's not just…
Often a trend or concept only becomes real when someone finally gives it a name. Certainly there were tipping points before Malcolm Gladwell coined "The Tipping Point," but did anyone really care all…
A well-placed metaphor can make all the difference in how people see the world. How would we process mass consensus and change without "The Tipping Point" or picture organizational chaos if not by "Herding…