45 results
  • In Search Of Authenticity
    Content marketing is all the rage these days. Why not? Until further notice, Google is directing the greatest number of eyeballs every day, in every way. Why not build some ...
  • Is 'The Market' Ever Wrong?
    We don't have to go back to the Dutch Tulip Mania in 1636 & '37, or the South Seas Bubble in the early 1700s, to know that markets can be ...
  • Every Ying Has A Yang, And Every Problem A Solution
    Newton's third law of physics says that very action has an equal and opposite reaction. It's a principle that can very often be applied in the world of business. One ...
  • Publishing Management In An RTB World
    One thing I have learned in 18 years of working in digital publishing is that the Internet is so big that every idea will be tried. Many, many bad ideas ...
  • The Trouble With Social Media
    What is the lifespan of social media? Having been working in digital media for 18 years now, I've seen so many social media applications come and go that I wonder ...
  • The Death Of Solution Selling? No, Birth Of Problem-Solution Selling
    Entrepreneurially driven new-media companies are redefining our clients' needs for them, not waiting to be told what the client needs. Established media needs to step up to the plate to ...
  • Get To The Top!
    One of the enduring truths about business is that successful managers must have the ability to retain two conflicting values in their mind simultaneously, and to balance them appropriately on ...
  • What Happened To The Sweet Science?
    For publishers wondering how to protect their paying business with Internet pay walls, there is a very interesting lesson in the story of two great American sports. Boxing was as ...
  • Thriving In A World Of Change (Enough Handwringing About Ad Rates!)
    For many of us, it's hard to believe change can indeed accelerate, but now it can be said that change is the only constant. Change has been accelerating in how ...
  • On Dating Clients -- I Mean, Calling On Clients
    I know you have been told by an advertising or media agency; "you don't need to call on the client." They may have even said "the client doesn't see reps," ...
  • An Important Competitive Issue For Publishers
    A study from comScore gives new perspective to the old saying from John Wanamaker that "I know half of my advertising is wasted, I just don't know which half." Now ...
  • Selling Competitively: Trash-Talk Is Trash
    Last week's column by Amy Auerbach and Jason Krebs addressed a common issue that every publisher, online or off, faces: how to sell "competitively." There are really two issues here: ...
  • The Next Big Thing
    The cloud, the airwaves, the cable wires and even printed pages will be full of Facebook obsession for the next few weeks as the media obsesses over the market certifying ...
  • Custom Site Or Customized Site?
    A client recently told me that it had taken two years for his IT department to deliver a site redesign. The first deadline was six months, but the project had ...
  • Get That Appointment: Action Speaks Louder than Words
    Amy Auerbach and Jason Krebs recently wrote about the stand-off between the buyer who isn't interested and the salesperson who calls repeatedly for the appointment. It's a classic situation that ...
  • Moneyball for Ad Sales
    How many of you find yourself competing with the "big guys" on a smaller budget? Billy Beane, the Oakland A's general manager, was determined to find a way for a ...
  • Structured Sales For Success
    Last week I stopped in Chicago to speak to a conference of local-media publishers. If you too have traveled through the United hub in O'Hare recently, you have also seen ...
  • Why Bartz Lost
    >Carol Bartz lost her job recently as a consequence of failing to get Yahoo's advertising revenue growing. How did Yahoo, with all its hundreds of millions of users and billions ...
  • There Is No Secret Handshake
    My salespeople have an automatic advantage," said the CEO of the behavioral ad network. "My salespeople talk to advertisers and agencies about the client's customers and how to reach them. ...
  • Free Media Is A Distraction, Not A Threat, To Publishers
    Interest in so-called free media is a big driver of advertiser interest in social media, but do companies achieve value in free media that is out of proportion to their ...
  • Invest (Indirectly) For Success
    In today's hypercompetitive media world, it's much harder to get appointments with media purchase decision-makers in part because there are so many alternative media forms calling on them. The value ...
  • Mobile Gold Rush
    Sorry to be so crabby. But I have a bone to pick with the mobile-tablet industry and the media industry that is being sucked in by hype. Many mobile services ...
  • The Best Defense Is A Good Offense: Hate The Network? Be The Network!
    Football teams often strategize that the best way to control their opponent's potent offense is to keep the ball away from the other team, running a so-called "ball control" offense ...
  • Lessons From TV And Mag Sales: Quality Content, 'Company You Keep' Still Matter
    I was recently asked about how to counter a price objection from a small advertiser. I spend a lot of time in rooms with groups of salespeople helping them think ...
  • Are Agencies Doomed? DSPs And The Future Of Advertising
    It is fascinating to me that large agencies are investing so much in their own demise. It's no surprise that agencies are leery of crowd-sourced creative. Agencies whose secret sauce ...
  • 'Winners Will Do What Losers Won't'
    So I finally saw "Million Dollar Baby" on-demand. It is a very tough movie about a tender-hearted guy who has to make the ultimate tough decision. And it's about his ...
  • What Matters Most To Increase Ad Sales?
    Should I write about apps? About behavioral targeting? Ad networks and privacy? Should I write about pay walls? New device form factors? Should I write about new content display software ...
  • Two Platforms Are Better Than One
    With the Demand Media IPO on deck, the industry is asked again to revisit assumptions about media economics. Will low quality content drive out high? Will crowd sourcing content prevent ...
  • Wrong All Along?
    The debate rages: Does providing content free on the Internet reduce demand for that same brand's print readership? Should publishers protect their brands or their revenue streams by closing their ...
  • The Most Valuable Customer Connection
    Last October I wrote about email and its importance as a publishing platform that reaches everyone. I had to make the point after a Wall Street Journal reporter had written ...