Question from the mailbag: I sell ads for a blog network. We’re fairly well known but there a re a lot of us out there, for sure. I call on agency and client media people. And when I say “I call,” I mean I dial and the phone rings, but I don’t get many [...]
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Tag Archive: Mailbag
Woe The Digital Sale: Why No Cherry-Picking?
Question from the mailbag: Why can’t I just cherry-pick placements that I need for my media plan? I’ve been working with a direct response client for a while now, and I know what works. When I RFP sites, I can’t just get what I want. I have to buy other placements that [...]
Woe The Digital Sale: Selling Media Buyers On Your Innovative Product
Question from the mailbag: I represent a new, emerging media company and am making the rounds to media agencies. The sales cycle is much longer than I anticipated, and I’m left wondering why. Are agency folks really motivated to find and test new vendors? Are they happy to fill out plans with their [...]
Woe The Digital Sale: Getting In The Door
From the mailbag: Hi, I’m a developer trying to gain traction in both the agency and publishing worlds. I have a product that I think can make a real difference in how the business works, but getting traction isn’t easy. This may seem like Sales 101, but please share any tips for getting me [...]
Woe The Digital Sale: Going Over The Media Director's Head
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 [...]
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