Winning the Minds and Hearts of Online Marketers
When I was leading a media sales team a few years back, I had a conversation with a senior ad exec at Microsoft who had a reputation for being "all about the numbers." We were talking about what separated the very best publishers from all the rest, and he said that in the end it's all about the results—and how well you deliver what you say you are going to deliver. But, he added, you can never underestimate the influence of salespeople who really act as partners and show that they care at least as much about the customer as they do for the company they represent.
