Monthly Archives: June 2012

The Cost of ‘No Sale’

  The Cost of ‘No Sale’   A few weeks ago, I wrote about the negative impact of bonusing, discounting and weak pricing policies on sales rep confidence in the value they deliver. My friend Larry McInnis, Creative Director for CHUM FM, Flow 93-5 and TSN 1050 at Bell Media Toronto, commented “Another great one,… [Read More]

Your Most Valuable ‘Customers’

  Your Most Valuable ‘Customers’ Most businesses define a ‘customer’ as someone who spends money with the company. At ENS media Inc., we define a customer as anyone who has impact or influence on the spending with the company. And media companies have three distinct customer groups under our definition. Audience is our largest customer… [Read More]

Lead the Movement

Lead the Movement You may have heard about the coordinated national effort between advertisers like Staples, Guess, American Eagle Outfitters, Cover Girl and more in an effort to create a new back-to-school shopping event on the marketing calendar. They plan to create a national event to rival the now-popular Cyber Monday or Black Friday for… [Read More]

Ellen Trashes Yellow Pages

  You have to see Ellen DeGeneres trash Yellow Pages on this link…it’s a hoot!   But don’t fool yourself! After you’ve viewed the Ellen Yellow Pages video, see how they’re converting advertisers to their new online products by clicking here:   Yes, ‘the book’ is getting smaller, but our Selling… [Read More]