Expect? Or Engage?

The good news: if you’re selling digital advertising and marketing services today, you are in a position to make both a huge difference and a very good living. The bad news: it’s a hell of a lot of work.

In digital sales workshops I teach sellers the research, strategy, critical thinking, patience and discipline that it takes to compete in our confusing, asymmetrical world – a world with no closing or air dates… a world of incomplete information… a world where people don’t call you back or tell you why you didn’t get the deal. I tell them how it often takes eight or nine quality messages to engage a decision maker. I tell them about the insight-driven, structured approach needed to run a successful meeting with a senior customer. I tell them about all the other budgets out there that don’t have the words digital or media attached to them. And I tell them about how many people they’ll need to generate the kinds of quality opportunities and long-term loyalty needed for long term success.

This week’s Drift is proudly underwritten by Bionic for Ad Sales, which automates ad sales lead generation with software that pitches your ad inventory to hundreds of media planning teams while they are making media buying decisions. To learn more, go to

How they respond tells me a lot about who they are and how they’ll do. They tend to fall into two camps.

The Expecters. This group tends to respond with a lot of whens and ifs. To them the future is a bunch of contingencies. When we have better tools. If the customer could only see the value. When measurement catches up. If I only had a better list. With every pivot toward expectation and deferral comes a new level of disempowerment. The market is too consolidated. The duopoly is too powerful. My company’s management is not making the right moves. It is, of course, a self-fulfilling set of prophecies. At their best, the Expecters will be as good as reality — when reality, itself, is really good.

The Engagers. These sellers lean much more into whys, hows and whats. Why does this customer need us? How can we do something great for them? What’s the best place to start? To the Engager, there’s no someday, only today. They don’t allow themselves to get caught up in meaningless speculation about company politics or the horse-race of venture funding or bright shiny objects. As the name implies, their natural inclination is to engage: with the tools at hand…with the problem or opportunity… in the quest. If I need to do all that stuff and see all those people to be really good at this… well then, shit, I better get started.

There are probably many reasons why someone turns into an Engager or an Expecter. Life experiences, personal psychology, past work history and more. But I believe that it often comes down to something quite simple: a choice.

So choose. Decide if you are going to be an Expecter or an Engager. Then be what you decide.

We are currently booking a limited number of team workshops for late Q4 and Q1 2020. To discuss what you might want for your team, reach out to us today. The consult is free.

Life on Mars.

“At some point, everything’s gonna go south on you… everything’s going to go south and you’re going to say, ‘this is it. This is how I end.’ Now you can either accept that, or you can get to work”

~Matt Damon as Mark Watney in “The Martian,” 2015.

In the dynamically wonderful and broken world of digital marketing, media and advertising, we all live on Mars.  We find ourselves alone in and facing the latest existential crisis.  The technological shift that happens overnight and threatens to render your business model obsolete in minutes.  The public fiasco that frightens the advertiser herd into a stampede away from whatever it is you’re selling.  The dawning realization that – from where you sit right now – you simply can’t get to your number.

This week’s Drift is proudly underwritten by Krux, the Salesforce DMP.  Krux drives more valuable content, commerce, and advertising experiences for the world’s leading marketers and media companies. Clients include Anheuser-Busch In-Bev, JetBlue, Kellogg, L’Oréal, Meredith Corporation, NewsCorp, the BBC, and Peugeot Citroen. Learn more at

It’s at times like these that I like to pass along this little gem of a speech that slid in at the end of “The Martian.”  Having survived the unsurvivable, Matt Damon’s character makes the essence of survival very simple.

“That’s all it is. You just begin. You do the math. You solve one problem… and you solve the next one… and then the next. And if you solve enough problems, you get to come home.”

You just begin.  You do the math.  You solve one problem at a time.  Simplistic? Perhaps.  But is there really any other way out?  When I coach managers and sellers in our business I often find them feeling overwhelmed and broken by the perceived enormity of the challenges.  Indeed, if you find yourself struggling intellectually with the entire issue it will, in fact, break you.  But the best managers and sellers – the best executives of every stripe – all seem to have the same rhythm.  They slow it down.  They break it down.  They solve one problem and then the next.  And if you solve enough problems, you get to come home.

They also realize that what we do – as people and as executives – is a team sport.  They tap into their own generosity and to the generosity of others.  They beat back the crippling cynicism that hollows the soul and drains the spirit and they choose to believe that – given the chance – others will rally to help them.

“Every human being has a basic instinct: to help each other out. If a hiker gets lost in the mountains, people will coordinate a search. If a train crashes, people will line up to give blood. If an earthquake levels a city, people all over the world will send emergency supplies. This is so fundamentally human that it’s found in every culture without exception. Yes, there are assholes who just don’t care, but they’re massively outnumbered by the people who do.”

Welcome to Mars.  You’ll do fine here.