The Drift

The Drift

The Drift is Back.

You haven't heard from The Drift since late spring... a several-week hiatus that allowed for some R&R, a bit of business planning, a little bad golf, and the outlining of a book that will be called Write this Down: Memes and Metaphors for a Better Life in Sales. Since fleshing out the book will take a while longer, I've decided to share many of the aforementioned Memes and Metaphors across the next few posts of The Drift. Read on, comment, share, push back and apply them to your own life in sales. Your interaction will only make what I ultimately produce that much better.

The first thing you talk about or put on screen is what the sales call is about. If it’s about you, or if it consists of a set of blank-slate questions you might have already answered with a bit of research, then you’ve defined your meeting as either an information dump or a fishing expedition.

Stop listening to the voices in other people’s heads. You can't manage what others may or may not think about what you say or do. Focus instead on your own Why. That will be enough.

Leadership happens everywhere, at every level. A title change or promotion isn’t the starting point for leadership. It’s most often a matter-of-fact recognition of someone who’s already been leading.

You get delegated to the people you sound like.

There is no such thing as a renewal. If you’re not working to win your customer’s respect and loyalty as though the relationship were brand new, someone else is. And you’re in the process of losing a customer.

Life is better when you’re left of budget.

Attention is not a passive state. To pay attention is, literally, ‘to attend’ – to be present. When you are – and you will KNOW when you are – you will have created the white space where all good things happen.

You can promote someone long before you give them a new title. Including yourself.

Adversity and struggle are capricious. All we can control is how -- and how often -- we stand back up.


    More Posts

    Medium? Too Small.

    Say it with me...it's cathartic. All together now: THE INTERNET IS NOT A MEDIUM. At first blush this statement may seem both superflous and semantic, but I assure you there's a very real issue at stake…


    The Death of Ad Sales

    Easily the most provocative and thoughtful book I read this summer - or any previous summer for that matter - is "The World is Flat: A Brief History of the 21st Century" by Tom Friedman of The New York…


    The "B" Word

    It may surprise many people under 40 that the term "liberal" was once a viable term within our national political structure. Not that everyone ascribed to that particular ideology - a third of the country…


    Wagging The Dog

    Last week's iMedia Summit was kicked off in a rather novel fashion. No, I'm not talking about the Jay Leno impersonator, but rather about a central idea that we discussed on stage to jump start the event's…


    Google's Excellent Adventure

    Like many people in the industry, I'm now resigned to the fact that every utterance from Google headquarters in Mountain View is going to take on the mystical significance of the Dead Sea Scrolls(http://www.upstreamgroup.com/googlearticle.htm).…


    The Transformers

    Online advertising is on an amazing roll right now. The ground really is moving beneath our feet. Major marketers are emotionally and financially committed to interactive marketing. Broadband is washing…


    Supply & Demand 2.0

    "The Drift" has been on hiatus for the past few months. And now, with no particular logic or explanation, we're back. Let's just leave it at that, OK? Over the past year a profound shift has been taking…


    The New ROI

    There are two things we know about online advertising today. First, that it's once again growing at a very healthy clip: according to the recent IAB Revenue Report, the Q1 '04 total of $2.3 billion represents…


    The New Ponytails

    Looking back over 50 years of TV and film, the advertising agency business has served as a backdrop and focal point for comedy, drama and social satire. It's an oeuvre whose DNA chain links The Hucksters…


    Bullseye?

    Perhaps it's because the market's appetite has been whetted by the hyper-focused nature of Google advertising. Or maybe the web's marketing technology has finally caught up to its hype. But there's no…


    A Little Rebellion

    This fall I was honored to write the foreword for Carat Insight's "Moving Forward" quarterly report. I was asked to offer some perspective on the changing fortunes of our industry and of the medium we're…


    Flash, Tell Me A Story!

    I've been underwhelmed the last few years. Disgruntled one might say. Admittedly, I'm a cantankerous creative guy who is easily frustrated by the eternal quest for all that is new and exciting. Advertising…