Buh-Bye!
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…
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…
Who's the MVP on your sales team? And more importantly, why? Through Upstream Group, I've gotten to work with thousands of digital sellers and managers over the past 21 years. And I can guess why your…
Among the sales teams I work with, the list of symptoms is remarkably consistent: long, unstable sales cycles; buyers going radio silent after receiving proposals; small deal sizes; low close rates; too…
Two weeks ago in this space I wrote about the general malaise and episodic funk that many in our industry seem to be suffering under. (The New Normal, February 7, 2019.) As a manager, I believe one of…
At yesterday's IAB Annual Leadership Meeting in Phoenix, Chairman/CEO Randall Rothenberg doubled down (again) on the direct brand economy and how it's flipping marketing models and gutting sacred cows…
Understanding our business by following the recent headlines about digital publishers is like learning civics by binge-watching cable news. Yes, there are real issues and struggles. But there is also a…
Somewhere out there this morning, a seller has already been awake for hours. She's staring at a number - her sales goal for the next several months. Her company has a solid product, not a dominant one. Her…
Whether you sell digital media advertising, online marketing programs, multichannel marketing or a sophisticated ad tech solution, one thing's for sure: there's not an action, a word or a minute to waste.…
Sellers in our industry are tasked with explaining detailed technology, benefits and programs, and subsequently persuading the customer to act. Each believes that -- if only I could get the meeting! -…
In 2018, I got the opportunity to work directly with 1,816 digital ad sellers in company specific workshops. If you shared one of those rooms with me, here are five things I'd like you to remember as you…