Best practice, even when no longer best, has a fantasy life of its own. The TV upfront is no exception.
|Avoiding Very Common Stalls|
|Power Strategies for Distribution Salespeople|
|Advertising That Works|
One of the biggest challenges facing businesses is knowing how to make their advertising dollars produce better results. The problem is that many of today's ad agencies prefer to produce creative or amusing ads and win awards rather than deliver sales performance.
|Concentrate on Outcomes... Not Activities|
|Is it Time to Concentrate on Sales Productivity?|
|Critical Moments of Truth|
|In Praise of E-Mail|
E-mail is so simple -- and, at this point in the Internet's evolution, so familiar -- that you might be tempted to take it for granted. Don't. When deployed correctly, E-mail remains one of the most effective weapons in the marketer's arsenal.
|A Cure for the Cold Calling Blues|
How do you currently approach cold calling? With enthusiasm or total fear?
|The Customer's Point of View|
|The Feedback Loop Gap|
Mountains of data are collected in your server logs every day. The assumption is that this information is generated to help you determine how well you're doing. Nice thought, but not the case.
|Defining the Sales Skills Required to Build Long Term Relationships|
|Doing What Matters On The Home Page|
Designing a fabulous home page is incredibly simple. So how come hardly anybody does it well?
The Upfront is not an open market. In an open market, buyers know the market price. In the upfront, advertisers know only their own price. And that
|Defusing the Angry Customer|
|The 3Cs of Critical Web Use: Collect, Compare, Choose|
The three Cs, collect, compare, and choose, describe most of the Web's critical use. As a result, we should make sure to include test tasks that address these issues when we plan usability studies of websites.
|Brand Yourself and Win More Business|
A number of the very successful sales reps that I coach have a strategy for winning that is worth considering. They do what entertainers, sports figures, and politicians do-they brand themselves.
|Directing the Prospect|
|10 Fundamentals for Improving Website Performance|
If you're involved or in any way responsible for your corporate website chances are you're starting to hear clamor about actually producing results. Long gone are the days when you can put your website up and just be glad that it's there. Your competition is hungry and actively seeking new and innovative ways to beat you and you've sunk too much money in it over the past several years just to be content that it's there and it looks nice enough.