Digiday writer Jack Marshall recently collected some stories about digital media sellers “behaving badly”, as a follow up to his article about digital ad buyers written in the same light. We all have stories that in hindsight are funny and great to share at sales meetings or parties – I have a few in recruiting as well. But there are things to learn here.
For example, in digital media and media technology sales – be it online, mobile or platform – nothing can replace an intelligent, dynamic seller who does his/her homework and has an offer that is both compelling and satisfies a cilent’s needs. Remarkable sellers incorporate gifts and gimmicks into their relationship with the agency, as something natural, appropriate and proportionate to the relationship. Great managers know all this, and teach it.
Also, our industry moves at light-speed, and very rarely do you find a company willing to train as thoroughly as one should. When you find that kind of company, or manager, hold on for dear life.
Below are the articles in full, along with a couple of funny, anecdotal videos pertaining to the Ad Sales /
Ad Agency relationship you’ll want to view.
- Tony Price – Digital Ad Agency/ “Bagels”
- “I need an RFP from you” – Cartoon bears
- The British version