Are You Willing to Put in the Effort? | Fearless Selling Kelley Robertson

•August 23, 2014 • Leave a Comment

I don’t often re-blog the work of others, but occasionally one comes up, that captures the essence of what we write here at MoM[S], even if in a different way. Enjoy!

Are You Willing to Put in the Effort? | Fearless Selling Kelley Robertson.

MoM[S] & The Competency Development Project

•July 14, 2014 • Leave a Comment

The Digital Analytics Association [DAA for short] is launching this year what they call their ‘Most Important Project of the Decade‘, known as the Digital Competency Development Project.

We support this worthy cause, not just because of the endless reports week after week in the Trades about ‘bot fraud, phantom domains/traffic, iFrame stacking, and on & on. The more professional standards put into place by leading industry groups at this point in time, the better for everyone working in the Digital space.

In fact, we have put our “support” into tangible form, having been selected to be a part of this project as a Subject Matter Expert for the concepts proposed & developed to become the defacto standards of the DAA & its professional members.

MindOnMedia[Sales] is honored to have been chosen here, and hope to provide valuable insights in this worthy cause!

Advertising across the globe…

•June 28, 2014 • Leave a Comment

image

Even in a place you might not expect, advertising…and the business of advertising…is alive & well.

This company, On Board Medya, apparently handles the onboard media placements aboard this ferry line in Turkey, on the Bosphorus Strait.

(PS – From my meetings here this week, buying for Mobile has also gotten pretty sophisticated here and through the entire EMEA and MENA [Middle East/North Africa] regions, which you’d expect happening quicker & easier than with Desktop platforms.)

Aggregated media at work around the world!

LinkedIN Influencer Interviews: Sir Martin Sorrell, Founder & CEO of WPP

•June 12, 2014 • 1 Comment

None other than Sir Martin, head of WPP, talks about the very theme of our blog, in this excellent LinkedIN interview segment. His views & comments on Right Brain/Left Brain elements of advertising, and the ‘Art’ and ‘Science’ of the business, start at around the 3:00 minute mark. Enjoy!

See more over on SlideShare:

Diligence Displayed…Details…Determination

•June 9, 2014 • 1 Comment

Publishing, and advertising, are very tough businesses. Maybe all businesses are, in their own way. But as costs rise, and the cuts to those same costs also rise…quality almost universally drops.

Such as it is with this: a major national client, on a [now] major national web destination, with a huge typo in an ad, in that site’s headline position. Ugh. While I am not going to critique this single site, as it may be on dozens of others, it is a glaring error.

SpellCheck

It is glaring, and it is amazing that no one; from the Design/Creative team, to the Agency planning/strategy/buying team, to the QA/Traffic team at the site…noticed this. Now yes, it is only one ad out of hundreds, and these things can happen. But with Digital ads? With Spell Check? Really?

Oh, and where were you, the Sales talent? Yes, YOU. You, that works with all sides, to ensure a proper campaign? Sure, mistakes happen, and I’m really saying this more hypothetically than directly, but this is VERIZON? A huge client.

Are you so busy that you can’t make your client [and by default, yourself] look GREAT, by pointing out what all others missed? The best in Sales, don’t miss such things. We all need to do our best, and be *that* person. It’s almost like therapy to write this here, and remind myself of such crucial items every day, even while having caught many, many typos in my career.

~ ~ ~

In the day, Conde’ Nast was famous in some circles, for things like [among many notable examples], Dinner for staff working after 8pm, and their ubiquitous ‘Car Service’ for anyone on business in town after 10pm, a perk used lavishly, to be sure. But they also had staff, and had Copy Editors, Fact Checkers, and Proofreaders. When is the last time you saw ANY of those as a title? Exactly.

Spell Check: Takes 1 second or less for three words, as in this tagline. If you ‘don’t have the time’, delegate it. Be diligent about it. The Details DO Matter.

5 Years It Is…

•May 27, 2014 • 2 Comments

Today is a celebration for us personally at MindOnMedia[Sales]. Although a more momentous occasion occurred yesterday as we honored our country on Memorial Day, we nonetheless recognize our effort on this milestone day.

5 years ago today, MindOnMedia[Sales]…or MoM[S] for short, an idea kicking around in my head for some time prior to that, was launched. Since then, we’ve defied any one area of focus within the Sales lexicon, with both predictable results, good and less so. Because we are not a “how-to” destination, there are no T-shirts, or DVDs to sell. No lectures or conferences. No books to sign.

Instead…we write about what interests us. What propels us. What the reasons are, for doing what we do, and why we do it. And we also write about many things that others never have prior to us, making MoM[S] a Sales Thought Leadership destination and voice of a different order, as cliche’ as that may sound. MoM[S] defies category, and does so deliberately.

Our nomination this year for the 2014 Best Sales Blogger Award confirms this focus, attention and effort, and we are grateful to be considered.

Of course, we also thank all of you, for having stayed with us over nearly 150 segments written here, at MoM[S]. Hope you stay with us for the next 150 as well! Cheers, Ken

Sales Enablement: The New Sales Savvy?

•April 8, 2014 • Leave a Comment

While maybe only modestly technical in skill set here at MoM[S], we nonetheless remember well the heady, newfound days of building out rudimentary databases: adding client & prospect data in cell by cell, block by block, to early programs such as RBase5000 or even Lotus 1-2-3. All to help maintain & develop our Sales processes across both DOS-based PC systems and early Apple units like the Duo.

From there, the natural progression for the Sales world became next-stage ‘sales contact management systems'; i.e. Act!, Contact, and others, all of which were about all the technology could support at that time. In more recent days, far more robust programs along the lines of SalesForce, Highrise, Zoho, FreeCRM and other players have led the way down the CRM path. 

The state of Sales software is no longer rudimentary in 2014, by any measure. And with that, the next round of software development for Sales professionals has arrived, in the form of Sales Enablement Software* tools.

The idea here is to “enable” the sales process, with additional functionality beyond the rote number of Contacts you entered last week or number of cold-calls made in a month, followed by a grand total of your sales for the month. All of these are on the ‘Left-Brain’ side of the MoM[S] equation.

Having had a number of public [and private] Demo’s of several of these systems, I can say that they are of value in the right setting, and with the right expectations. I would enjoy using them myself, should the right occasion arise again in the future. More on that below.

Merely scratching the surface of what these offer, they are clearly planted on the more creative, ‘Right-Brain’ side of Sales, which means we ourselves would have a special affinity for them. Some of the capabilities to bear include:

- Collaborative and Sharing tools across and within your Sales team.
– Allow a ‘closed-loop’ environment for your team to brainstorm, iterate, and develop new ideas to take to market.
– Keep a robust, consistent library of content…and content elements…to easily access. Even better, you can then see how your colleagues may have used such items, when you are working to develop something compelling for your own client at that moment.
– Something really cool, that I’d like to one day explore further [as it must be done carefully with your client], is the concept of a “portal”, that creates a specific channel for your customers/prospects to access info/data/collateral on your company, as part of the sales & transaction process.
Done right, could be great. Done wrong, a disaster.

Meanwhile, these products can only really be used, and are largely designed for, larger Sales settings. Teams. In fact, on the Best Practices page on the site of Act-On Software, they clearly state, “It’s a team sport – salespeople working together, with support from marketing…”

Some of the other firms out there now [by no means is this a complete list] include:

  • CallidusCloud
  • iPresent
  • Qvidian
  • SAVO
  • Their potential biggest drawback? Usage. Usage in the form of buy-in, and by sales teams already tasked with a myriad number of other tasks related to both clients and internal processes. Like any other software, if it’s not used…what is the value?

    Overall, buy-in really needs to come from both sides. If you are very literal in what you do, this may seem like puffery to you; either go & make your calls, or you are done. But many would argue, myself included, that that is just not enough anymore.

    Buyers…and customers…are too savvy to be ‘closed’ anymore, in the old-school fashion. That is ESPECIALLY true, if you work in a biz, where you want to foster long-term, or multiple, transactions.

    Since these are essentially the other side of the equation, I would say that as essentially a “bolt-on” product, many of these firms will either merge, be bought [by key players like Salesforce], or frankly, add on the opposite side’s complimentary tools, and become a Salesforce. But most are unlikely to stay standalone for long.

    As for myself, and for those who also work solo or independently for the most part, Sales Enablement won’t really work well for you. That’s too bad, because I REALLY do like that ‘Right-Brain’ angle applied to all my Sales efforts!


    – – -
    * – Sales Enablement Software is so new a concept, there is no entry for it in either Webopedia or Wikipedia.

     
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