Customer needs are evolving. How can sales people keep up with it? Read below for more on Brock Berry's take on how to assess a customer's needs. Used to be, if you were a newspaper, radio, or TV sales executive, you had a pretty specific audience profile within your product set to sell. As a seller, you had a few audiences to present and a few things to recommend that would help advertisers reach those audiences. When I first started … [Read more...] about Needs Assessment: The First Battleground In Sales
Congrats! You sold it! Now the campaign is running what happens next? The answer to this question still depends on you. Early in my career I sold print advertising. I would sell a 52 week full page ad to Al, my favorite furniture store owner, and that would be the hardest part of our relationship. Al abused me for weeks negotiating that contract. He may have negotiated tickets to a Bronco game or a trip to an exotic destination in exchange … [Read more...] about You Closed The Sale. Now What?
As I reflect on 2016 and prepare for 2017 I am bullish for the industries I love (Media, AdTech and Digital Marketing). As a “numbers person” I tend to rely heavily on facts and let those facts guide my instincts. Here are the facts I’m focused on to drive my business this year. 2016 in Review – These stats guide my thinking as I reflect on 2016 and aim for a successful 2017. It’s the Gretzky mantra of “skate to where the pucks going to be.” … [Read more...] about 2016 – Year in Review Brock Berry, Founder & CEO
This Friday, January 22, AdCellerant's CEO Brock Berry will be presenting Making Programmatic Unproblematic at the Association of Alternative Newsmedia's 2016 conference in San Francisco. Brock's presentation will give a general overview of the nature of programmatic advertising, as well as provide real-world examples of advertiser success. For those of you who can't make the trek out to San Francisco to see Brock present, we're giving you early … [Read more...] about Making Programmatic Unproblematic – 2016 AAN Digital Conference Preview
As we finish another year and prepare our plans for 2016, it’s important to reflect on what’s in our rear view mirror and prioritize those things that may pass us by in 2016 if we’re not ready. In 2015 it was Mobile, Ad Blocking, Programmatic, Native, and AdTech dominated the headlines and all of our marketing hearts. … [Read more...] about Objects in Mirror Are Closer Than They Appear
Local Programmatic? Over the last several months our team has made 100’s of sales calls with local business owners in the US and Canada here are the lessons we learned from our small business customers. First Lesson: Local is still a largely untapped programmatic display advertising market. In the US on average 5 out of 10 customers will have tried and may or may not still be using audience targeted display. In Canada it’s even less, 3 out of … [Read more...] about 4 Lessons on Programmatic from Local Business Owners