Of the blogs I read regularly, Steve Denning on Forbes.com consistently writes the most thoughtful ones about management. Recently he posted about the ten happiest and the ten most hated jobs in America. I think there are some lessons in the lists for managing media organizations and media salespeople. Ten Happiest ...
Author: Charles Warner
Charles Warner teaches in the Media Management Program at The New School and NYU’s Stern School of Business, and is the Goldenson Chair Emeritus at the University of Missouri School of Journalism. Until he retired in 2002, he was Vice President of AOL’s Interactive Marketing division. Charlie’s book Media Selling, 4th Edition is an update of Broadcast and Cable Selling and is the most widely used sales textbook in the field. He has also written a companion book to Media Selling titled Media Sales Management that is available free on www.mediaselling.us.
About Charles Warner
Charles Warner teaches in the Media Management Program at The New School and NYU’s Stern School of Business, and is the Goldenson Chair Emeritus at the University of Missouri School of Journalism. Until he retired in 2002, he was Vice President of AOL’s Interactive Marketing division. Charlie’s book Media Selling, 4th Edition is an update of Broadcast and Cable Selling and is the most widely used sales textbook in the field. He has also written a companion book to Media Selling titled Media Sales Management that is available free on www.mediaselling.us.
No More Telecommuting: An Innovative Move by Marissa Mayer
on 3.17.13
The blogsphere, newspapers and magazine articles have been full of opinions about Yahoo CEO Marissa Mayer’s decision last month to have everyone who telecommutes at Yahoo come into the office. Most of the opinions I read were complimentary of Mayer’s decision for a variety of reasons. Michael Schrage wrote on the HBR ...
Stuck in Their Ways
on 2.25.13
In the February 17 issue of the New York Times Magazine Robert Draper wrote an article titled “Can the Republicans Be Saved From Obsolescence?” The graphics are awesome; check them out. Draper reported on a Republican-conducted focus group session in which a researcher asked what younger swing voters associated with ...
Google Wins, Legacy Media Loses
on 2.12.13
For the second year in a row, Google is the best company to work for in America according to the 2013 FORTUNE list of the “100 Best Companies to Work For.” Google also “earned higher marks from marketers and ad agencies than any other media company last year, according to the latest annual Advertiser Perceptions ...
Remaining in the Railroad Business
on 1.30.13
In the 1980s and 90s, I did a lot of sales consulting for radio and TV stations and cable companies. One service I provided was a sales audit. I would ask sales management a long list of questions, interview the sales force, and ask the salespeople to complete a confidential survey. On the survey one of the questions ...
The Media Must Become Unbalanced Again
on 1.8.13
When the First Amendment to the Constitution was written in 1789 prohibiting “the making of any law respecting an establishment of religion, impeding the free exercise of religion, abridging the freedom of speech, infringing of the freedom of the press, interfering with the right to peaceably assemble, or prohibiting the ...
Thomas Ricks: Author and New-Age Salesperson
on 12.9.12
Thomas Ricks, Pulitzer-Prize winning journalist and author of the NY Times best-selling book about the war in Iraq, Fiasco, and the current hot seller, The Generals: American Military Command from World War II to Today, had an interview with Fox News cut off after 90 seconds because he dared tell the interviewer Jon Scott ...
Obama Was Wrong About Romney’s Salesmanship
on 11.26.12
In a speech in the last week of the campaign, President Obama said this about Mitt Romney: “He’s a very talented salesman, and in this campaign he’s tried as hard as he can to repackage the same old ideas and pretend they’re new.” Obama used the Mark Anthony strategy and damned Romney with faint praise, but ...
Does Real-Time Bidding Threaten Salespeople?
on 11.19.12
eMarketer recently estimated that buying display ads through real-time bidding (RTB) platforms will account for 13 percent of online display spending in 2012, and will rise to 25 percent in 2015. Does the increased use of RTB mean that more and more salespeople will be disintermediated by ad exchanges and ...
What the President Thinks of Salesmen
on 11.13.12
Let me begin with a disclaimer. I voted for Barack Obama in 2008 and supported him for re-election this year. I like his character, I like what he’s done in foreign policy, and I like what he did in bailing out General Motors and Chrysler. But I don’t like his attitude toward “salesmen.” In a speech in the last ...
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