The Wrong Question.
As standard media has become more and more commoditized, publishers and media sellers have diversified their offerings. Rather than racing to the bottom on prices for banners and pre-roll videos, we've…
As standard media has become more and more commoditized, publishers and media sellers have diversified their offerings. Rather than racing to the bottom on prices for banners and pre-roll videos, we've…
If I asked most Drift readers what they do for a living, they'd offer up a job title like chief revenue officer, account executive or regional director. If pushed for a more concrete job description, eventually…
I'm thinking a lot about reinvention lately. So much of what we are able to do for clients and agencies is new. Yet how we go about communicating and selling is not. As I work with managers and sales teams…
Late October will mark the 25th anniversary of advertising on the Web. Having been part of the team that ushered in those first primitive digital ads in 1994, I'll be using this space in the intervening…
Late October will mark the 25th anniversary of advertising on the Web. Having been part of the team that ushered in those first primitive digital ads in 1994, I'll be using this space in the intervening…
Late October will mark the 25th anniversary of advertising on the Web. Having been part of the team that ushered in those first primitive digital ads in 1994, I'll be using this space in the intervening…
Late October will mark the 25th anniversary of advertising on the Web. Having been part of the team that ushered in those first primitive digital ads in 1994, I'll be using this space in the intervening…
Five years ago in this space I wrote about The Illusion of Inclusion - the already-dysfunctional agency RFP process that gave digital sellers a false sense of progress and scuttled their sales activity…
I was holding my 91-year-old Mom's hand when she died on Saturday. And today I'm going to use my tiny bit of weekly attention to make her just a little more famous. She deserves that. Of course this has…
That giant sucking sound you hear is the big empty space at the beginning of many sales calls and business 'relationships.' It's the Bermuda triangle of connection and progress; a black hole where the…
You know what we could use more of in digital sales? Cause and effect. Intentionality. Some good old fashioned I did this and then they did that. Instead -- too often -- sellers go through the motions…
As sometimes happens in our sales workshops, someone in the group tossed out a brilliant metaphor the other day. If I could remember who said it I'd give him or her the credit. (If it was you, please go…