What 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 articleYou've been doing business with a site for quite some time. Month after month, client after client, there are some sites you always seem to bump up ag...
View articleTodd spent 15 years crafting information for a daily newspaper before going digital. He knows what large media companies should be doing, like riding ...
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 articleThese are challenging times for small online businesses. With the advent of price-comparison agents and competition between big players like Wal-Mart ...
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 articleIn the past, planners didn't do much in the way of targeting or research to see what sites had the most reach or the best composition against a given ...
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 articleWhat's your marketing model? That process by which you get your message out to the folks you want to attract, in a way that makes them want to buy fro...
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 articleJim received email after email in response to last week's piece, "Attention Sales Staff! Please Read This Before You Call." In fact, he got more respo...
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 articleSales of personal digital devices, PDAs, MP3 players, and smartphones, passed $7 billion in 1999, according to Strategy Analytics, while PC Data found...
View articleThe elevator pitch is something most small-business folk only get to dream about - it's those few precious words that can unlock big bucks from a VC g...
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...
View articleBill went in search of the future of rich media at the Las Vegas Consumer Electronics Show. Where he found everything - no matter how ridiculous - is ...
View articleJim's already reminded buyers and planners to make very clear to site reps just what it is they are looking for when shopping sites for placing ads. B...
View articleLast week, Janet wrote about putting together a sales leads pipeline. "Preaching to the choir!" one frustrated reader responded. "How do I get stubbor...
View articleIt's a hard thing for a proud small-biz web site owner to do, but Nick wants you to get a total stranger to come and look at your site. Find a friend ...
View articleThe number-one question Bill McCloskey gets asked as chairman of the Rich Media Special Interest Group is: "Hey, smart guy, what IS rich media, anyway...
View articleMost planners are frustrated when campaign click rates are low. What's even more frustrating is clients complaining about it when high CTRs are not a ...
View articleIt's the middle of 1995, and Jim and his media counterparts are sitting in a small conference room in Wired's original San Francisco office. Some craz...
View articleA lot of folks are deeply engaged in the sales planning process as we move into the new budget year. Janet and Nancy take a look at some of the assump...
View articleIn the short history of e-commerce, 1999 may go down as the year of struggling e-commerce strategies for traditional bricks-and-mortar companies. As c...
View articleTime was when rich media was like runway fashion: a lot of funk, not a lot of practical application. Well, folks, those times are history. Rich media ...
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