What's the ideal background for an Internet advertising sales manager? Now there's a question Janet hears a lot. After all, this Internet business is ...
View articleIt's important to have a baseline understanding of offline media to get the most response out of any traditional advertising campaigns you might consi...
View articleLast week Janet generated some strong feedback from readers -- who insisted that good sales managers are those who spend their time selling. And Janet...
View articleWhat's the ideal role for an advertising sales manager? Should the sales manager have personal territory and revenue goals? And what's a sales manager...
View articleTom makes a compelling argument that animated GIFs have gone the way of the dodo. So why are so many agencies still sticking by the standard animated ...
View articleWhat to do when clients want a guaranteed performance deal on direct response campaigns? "No agency should guarantee performance without making sure t...
View articleSo, here you are, at Jupiter's Consumer Online Forum, or Thunder Lizard's Web Marketing, the Variety Summit, or any of hundreds of industry conference...
View articleYou've heard Tom talk about campaign optimization before, but he's never really delved down into the gory details. He tells you how, alright. And also...
View articleIt's cool to do business with people that "get it." But when a company decides to move forward with an online presence, its people don't always know w...
View articleWhat do you think is the most influential factor in determining the response rate of an online DR campaign? Heres a hint...its not the creative. Read ...
View articleVendors and media planners, why can't they get along? Amir Aslani wants to knock down the walls between the two sides and then get communicating. Read...
View articleJanet thinks outside the (cash) box this week as she talks about non-monetary ways to compensate top sellers on your team. Read More...
View articleIt's time to roll out the 1999 incentive plans to sales staffs. And if the calls Janet has been getting are any indication, there is a lot of concern ...
View articleTom Hespos has a big rant this week. "Here I am, trying to purchase targeted inventory on behalf of my clients, and my friendly neighborhood sales rep...
View articleAfter the net party that was Q4, hold on for a more sobering Q1 in ad spending. Why? Janet Ryan offers five very good reasons. Read More...
View articleSo is rich media hype or hope? Truth is, it's mostly hype, for now. But very soon, the issues of connectivity speeds, special players and plug-ins, HT...
View articleSo, your campaign has been bought. All the insertion orders are signed, the creative has been trafficked, and your sales reps have called you to confi...
View articleRich media can be overkill in a direct response campaign...because it encourages the tire kickers at the expense of the serious buyers. Well...sort of...
View articleMeetings with sales reps are an integral part of any online buyer's day. But how many buyers really now how to do it right? The key is to make rep mee...
View articleYou may be in a competitive area where CPMs are dropping and wacko competitors with no skin in the game are accepting whatever deal comes their way. A...
View articleDo we fully understand what it means to be a consultant in a selling role? Do you know what it means to be client-centric? Janet Ryan does, and she la...
View articleMany online planners have had to coordinate their efforts with a traditional ad agency at one point or another. Perhaps this is because a client has a...
View articleThanksgiving is behind us now, launching us officially into the "Holiday Shopping Season. Read More...
View articleLast week, I reviewed some examples of common mistakes made by community sites. Read More...
View articleReading last week's column, you probably gained a renewed respect for the economics of the sales process, and how important it is to maximize the effi...
View articleIn last week's column, I recommended that you fully enable your sales team to sell, and off-load everything else to less-specialized, less-expensive e...
View articleLast week, a friend called me to ask what it means when a planner says he is writing a POV on his radio show. Read More...
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