sales

This tag is associated with 19 posts

People of Ad Tech: AdviceLocal Senior VP Brooke Henderson

AdviceLocal Senior VP Brooke Henderson tells WIT Strategy Partner Bill Brazell that many brands are losing sales across the country because their local contact info and map locations are listed incorrectly. Music: “Morning Rays” by Jim Duffy. Used with permission.

Mobile Video Has Hit a Tipping Point: Here’s What That Means for Brands

By: Mike Owen, EVP, North American Sales for Opera Mediaworks Three signs make it clear that we’ve reached a tipping point when it comes to mobile video. First, people are ravenous for it — watching everything from 6-second Vines to full-length TV shows on their smartphones. In fact, the average adult in the U.S. watches 39… Continue reading »

The Dark Side of Automation

When I was a kid, I programmed my Commodore 64 to pick lottery numbers for my Dad.  Sounds easy, but I wrote a flexible program that could pick numbers for the daily numbers or Lotto (in its 40, 48 and 54 iterations) and it picked numbers without repeats.  It took me a few hours to… Continue reading »

People of Ad Tech: Upstream Group CEO Doug Weaver

Upstream Group Founder and CEO Doug Weaver tells WIT Strategy Partner Bill Brazell that while sales is always a solitary profession — “it’s you and your number” — the automated algorithms of ad tech can make it even more so. Drawing on deep experience, Weaver urges salespeople to avoid bragging about their product right off… Continue reading »

Four Meeting Protocol Don’ts

  A recent string of bad behavior has made me think it’s time for another column on business protocol.  Let’s talk about setting up meetings, shall we? Protestations of the programmatic crowd notwithstanding, the media business thrives on meetings.  A salesperson believes they have an advertising venue, bit of ad technology or new service that… Continue reading »

3 Ways the Car Salesmen of the Future Will Be Way Less Annoying

 This column was written by Premal Shah, VP, Strategy at Chango, a real-time marketing technology company with an advanced platform and full-service solutions for brands and agencies. Premal is responsible for leading best practices and partnership strategies across all media solutions and the Programmatic Marketing Platform (PMP).  3 Ways the Car Salesmen of the Future… Continue reading »

Forget the Rolodex, Build a Marketing Stack

Until recently, I sold products based on the relationships that I had formed during a career in media and advertising. Agencies like GroupM, OMG and Starcom Mediavest were accessible to me because of the people I knew and the people they knew. I took pride in the fact that I could sell products based on… Continue reading »

Everybody Has a Plan Until They Get Punched In the Mouth

One of my favorite industry articles is “The Power of No” by Dave Morgan. In it, Dave describes how the word “no” can be useful in business: “Learning how and when to use the word is a vital lesson. This is true whether you are in sales, client service or product development. It’s particularly true… Continue reading »

Making a “Case” Out of It!

You are sitting in weekly sales meeting and your sales leader asks, “Who’s got new case studies we can use?” The room is eerily quiet as heads tuck down and eyes are averted. Very rarely does one just “have a case study” on hand. Yet, salespeople are constantly asked to provide case studies to management… Continue reading »

Selling Like a Mad Man

In this age of programmatic ad buys and self-serve platforms, one of the most overlooked leadership skills in business today is the ability to sell something. Fifty years ago all of the great ad agencies were built this way, with CEOs like David Ogilvy landing clients on the basis of his wit, charm and “soft… Continue reading »

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