The On-ramp and the Off-ramp.
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…
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…
In the dozens of sales workshops I lead every year I can't help but get hung up on the words. Specifically, all of the non-sales language that erstwhile sellers get stuck on. While they might never actually…
At last week's Seller Forum we published a few top line ideas for managers in our hyper-kinetic, often dysfunctional world. We're reprinting them here. Please feel free to share your own. Don't try to…
While I always write The Drift from a very personal point of view, over the last 18 years I've perhaps only used this space three times to speak about something truly personal. This is one of those rare…
Less than five years ago, the Interactive Advertising Bureau had just tracked digital ad spending at $50 billion (with a B) dollars. They recognized and celebrated that milestone by subtitling that year's…
Accountable direct response ad sellers would often say "Selling is like shaving: if you don't do some of it every day, you're a bum." It was a handy way for DR sellers to contrast their work with that…
You've been with the customer for close to 40 minutes. From your perspective, the meeting has gone well. You got through all your recommended products and background and the customer seemed engaged throughout...…
The most disempowering lies we tell ourselves every day start with when and if only. When I get fully up to speed on everything this customer is doing, then I'll be in a position to really kill it... If…
Quiet down now. Don't speak, just for a little bit. Let the moment marinate. Most of us in sales are running over-programmed sales calls in which every pause, every quiet second, is something to be filled…
You're used to the loud ones. The sellers and others in your org who complain - about systems, sales goals, products - are the least of your worries as a manager. Because they are up in your grill about…
Last week I posted some ideas about how to shake off the torpor and malaise of Q1-2019 in the digital ad/marketing business. Today I'm speaking to managers and sales leaders. This is a moment where you…
Snap out of it! Yeah... you know who I'm talking to: You there in the Slanket about to launch your Netflix queue. Like many others in the digital ad business, Q1 2019 has been a hazy sleepwalk of stalled…