When it comes to hearing about new sites, what do marketers really care about anyway? If you listen to the pitches of the average Internet sales rep, ...
View articleMore than any other web technology, VRML represented the ideal of the non-proprietary open standards movement. Ironically, it was this adherence to op...
View articleDot-com fever has significantly altered the ad-buying landscape. Investors love to see partnerships, advertising or strategic relationships with the b...
View articleTo quote a web publisher: "If somebody had told me that I would one day outsource a main source of revenue, I would have questioned that person's sani...
View articleSales and marketing have long been seen as opposite ends of a spectrum: marketing deals with "mass" and abstractions, and sales is hands-on with custo...
View articleThe Internet is filled with monumental success stories. But one of its most intriguing tales concerns not success, but one of the most expensive and c...
View articleInteractive sales reps deal exclusively with the interactive media planners and buyers who allocate the interactive budget. These folks never think ab...
View articlePlace a dozen media planners in a room together, and they'll certainly have a conversation about the sales reps they deal with on a daily basis. Media...
View articleOver 10 million crazed greeting card fans are stuffing our inboxes with personal rich media messages, and in five years everyone will be doing it. So ...
View articleDo sales reps need training in traditional as well as new media? Opinions vary. Some give an unqualified "yes" while others don't want to bring the ba...
View articleCompensation for media services in an interactive agency is always a subject of debate, especially when you consider a typical client: a dot-com strug...
View articleEmail is red-hot right now. It ranks number one, alongside affiliate networks, for effectiveness. The key to dramatically improving performance and RO...
View articleThe Internet advertising business is growing up. Eighteen months ago, Janet and Nancy said we were in toddlerhood. Today we seem to be in school. Lite...
View articleDoes the term "SIG" draw blank stares in the online advertising world? Not if Bill McCloskey can help it. Read all about the fledgling rich media org ...
View articleWireless devices and Internet appliances are high on the hype meter. Justifiably so, as consumers will surely benefit from being able to order flowers...
View articleWhat level of qualification is really appropriate for a bona fide sales lead? Too broad, and the salespeople will feel their time is being wasted. Yet...
View articleThe perennial question about rich media and all online advertising is this: Is it branding or is it direct marketing? The answer, of course, is that i...
View articleThe name of the new e-media game is barter - the exchange of unsold inventory for exposure through another media vehicle. If you are an Internet site ...
View articleWhat happens when a planner finds out he's willing to pay only $3 million for a portal deal pitched by a sales rep for $20 million? When evaluating an...
View articleFew businesspeople would deny the importance of prospect screening, but the issue gets divisive when we start looking at where that responsibility res...
View articleBill was doing his usual morning crawl around the web when up popped the most beautiful banner ad he'd ever laid eyes on. The "True to the Original" c...
View articleLarge, multifaceted deals with portals are very exciting. Many dot-com clients are eager to sign these large deals, which tend to involve distribution...
View articleHot leads, qualified prospects, warm bodies ready to buy. Every salesperson wants those leads. Few of us like to spend our selling time talking to tir...
View articleTom tells planners what to do about shortfalls on guaranteed-buy contracts in this era of pre-emptability, oversold inventory, crafty adservers and in...
View articleBill starts a serious analysis of rich media by examining some of the major players and showing how the fundamental technologies stack together to for...
View articleIn examining your sales process, if you find that your Internet ad sales team closes essentially every account they go after, be worried. It means the...
View articleTom's not a tremendous fan of media plans that are put together solely on the basis of what syndicated research companies say about sites' demographic...
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