Question from the mailbag: I am now a VP-level media director. A premium site I have done A LOT of buying with for many successful branding campaigns over the years recently gave me the hard sell to become part of a client’s direct-response campaign. I verbally informed them that their site was recommended as part of the plan at the negotiated rate for a pretty healthy budget amount, but couldn’t sign an insertion order until the client approved the plan and the authorization was signed. Based on our history, I thought that would be enough assurance. Apparently it wasn’t. The sales rep and site management contacted my CEO to see what could be done about getting an insertion order signed.
Source:Woe The Digital Sale: Going Over The Media Director's Head
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