Geoff Michener | Street Fight - Part 4

Openings and New Hires at Groupon, Rocket Fuel, and Xaxis

Geoff Michener

Openings and New Hires at Groupon, Rocket Fuel, and Xaxis

Every two weeks, Geoff Michener covers some of the latest job changes taking place in this dynamic industry. In this week’s column, Groupon appoints another new CEO, Xaxis spinoff Light Reaction gains a vice president of global operations, and programmatic leader Rocket Fuel adds political veterans in anticipation of new online ad spending for the 2016 election cycle.

Openings and New Hires at Thumbtack, Polar, and Yodle

Geoff Michener

Openings and New Hires at Thumbtack, Polar, and Yodle

Every two weeks, Geoff Michener covers some of the latest job changes taking place in this dynamic industry. In this week’s column, Bing loses Duane Forrester, senior product manager in charge of webmaster outreach, newly minted unicorn Thumbtack appoints a CFO and general counsel, Polar hires a Googler as president of international, and Yodle brings on a president for its Brand Networks business.

Selling to SMBs: ‘Layering the Question’ to Get the Answers You Need

Geoff Michener

Selling to SMBs: ‘Layering the Question’ to Get the Answers You Need

Sales reps should always want as much additional information about the decision-making process as they can get, because they can use that information to show value to other customers. By asking the client questions, you can obtain information about the client’s pain points, which will help you to highlight relevant benefits offered by your company…

Selling to Small Businesses: Getting Your Pitch Past the Gatekeepers

Geoff Michener

Selling to Small Businesses: Getting Your Pitch Past the Gatekeepers

Having better conversations with gatekeepers is one way to improve the sales process. Most inquiring sales reps tend to ask a gatekeeper when the decision maker will be available and then quickly end the sales call. This is a waste of a great opportunity to gather valuable intel. A gatekeeper can be your unwitting scout, giving you the information you need to better serve your prospective client…