Remaining in the Railroad Business

Remaining in the Railroad Business

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

The Media Must Become Unbalanced Again

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

Thomas Ricks: Author and New-Age Salesperson

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

Obama Was Wrong About Romney’s Salesmanship

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?

Does Real-Time Bidding Threaten Salespeople?

  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

What the President Thinks of Salesmen

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 ...

“The Newsroom” Is a Sirloin Steak Dress

“The Newsroom” Is a Sirloin Steak Dress

I blogged last week about HBO’s “The Newsroom” and how the show debuted at an opportune time – soon after the Gallup Poll showed Americans’ confidence in TV News at a all-time low. There is now nowhere for the credibility of TV journalism to go but up, and if it does rise in future polls, you can bet in the ...

Confidence In TV News Hits All-Time Low As “Newsroom” Debuts

Confidence In TV News Hits All-Time Low As “Newsroom” Debuts

On July 10, the Gallup organization announced the results of its latest poll on America’s confidence in various institutions with the headline “Americans' Confidence in Television News Drops to New Low:” Americans' confidence in television news is at a new low by one percentage point, with 21% of adults expressing a ...

Media Sales Executives: Hurry, Buy This Book

Media Sales Executives: Hurry, Buy This Book

Originally posted at Media Biz Bloggers. When I became VP of Sales Strategy and Development at AOL’s Interactive Marketing division in 1998, I was asked to become active in a membership that the division had in the Sales Executive Council (SEC), part of the Corporate Executive Board. I remember attending my first ...

Nielsen’s Digital Video GRPs: Who Gains?

Nielsen’s Digital Video GRPs: Who Gains?

Last fall Nielsen announced it would provide gross rating points (GRPs) for online ads to mixed reviews.  Most of the criticism focused on  the problem of comparing a 30-second TV commercial to a static online banner ad.  Not an apples-to-apples comparison.  It didn’t seem like Nielsen had really found the Holy Grail ...