YOU AIN'T GONNA LEARN WHAT YOU DON'T WANT TO KNOW

The Coming Tidal Wave of

The Coming Tidal Wave of Concern regarding Online Personal Data.....

Consumers are worried.

Worried about what the implications, now that the INTERNET has become such a ingrained part of our daily lives.

There are THREE main parties involved with PERSONAL DATA.

* Consumers (Example -- YOU)
* Websites/Publishers (Example -- Yahoo)
* Advertiser's (Example - Lower My Bills)

CONSUMER QUESTIONS AND CONCERNS:
"How is my personal information being used?"

"Is this recent phenomenom called the "web/internet", compromising my personal information?"

Now here is the questions for Websites, affectionately known in the industry - as PUBLISHERS.

WEBSITE QUESTIONS AND CONCERNS:
"Am I getting my maximum return from Advertising revenue from my site?"

"Is there a way to better to use my Website, to PLEASE my visitors? Can I make their Advertising experience while on MY SITE, more relevant, less intrusive, and more valuable to my precious visitors? CAN I DRIVE MORE REVENUE?

Here is the Questions for ADVERTISER's, looking to reach consumers, (you) on while on your favorite websites, and INTERACT WITH THEIR (the advertisers) BRAND.

ADVERTISER QUESTIONS AND CONCERNS:
"Can I get a consumers to signup, or buy my product for a realistic acquistion price?"

"Is the internet a vehicle to move my product, or service, and can it be a sustainable model to help my business grow?"

You see the USE OF DATA, means different things to all three parties.

Consumers want to protect their personal information.
Websites want to make as much money as possible, and grow their traffic.
Advertisers want to generate business from the web.

This is ALL ABOUT DATA.

The questions is -- how do you address ALL THREE - in a manner that benefits ALL OF THEM, and create a surge of benefits for all involved?

The answer is making the whole process TRANSPARENT.

Treat DATA from all three groups above, the way that the financial market treats:
* a buyer of stock
* a seller of stock
* the actual company being traded

ALL OF THIS IN A EXCHANGE.

OPEN. Honest.

Where consumers control which (particuliar) ADVERTISERS CAN SEE THEIR PERSONAL INFO.
Where websites control their ACTUAL VALUE OF THEIR ADVERTISING, (based on REAL VALUE, and not some deflated CPM)
Where advertisers can CUT OUT THE MIDDLEMAN, and in a scalable environment, BUY ACTIONS (Leads, Sales, Branding) from websites.

Similiar to the financial model - but applying it to something as valuable as financial information.

DATA.

The company is called ROOT. CLICK HERE.

http://root.net/

Create a vault for yourself.

The concept is solid, and I believe their model will be HUGE part of the future of data, online advertising and targeting, for all THREE parties.

When you find a SOLUTION, (or a company creates one, and is executing on it) that "lifts all boats" -- it's a solid plan - and one that I SUPPORT.

Go Root.

Identify the Issue == "The Use of Data."
Address it, and Execute on the plan.
Create Benefits for all involved.

You get HUGE VALUE -- and a win.

That's what ROOT is doing.

Rock on.

Processing Life's Lessons, and Growing

Processing Life's Lessons, and Growing Up......

As a young child I was a avid reader. I might even label myself a sort of teenage social activist. I wrote many letters. In a previous post, I wrote about some of the LETTERS, that I mailed.

But, one day in particuliar stings me as a teenager, and this one day I believe has helped make me the person I am.

Monday, June 8, 1981.

You see, it's just "Another Day in the Life" - as the Beatles would sing.

It wasn't.

I awoke that day to get ready for school. Jane Pauley and Bryant Gumbel on the TV, as I ate my oatmeal, and was drinking my morning juice.

Lead story on the NEWS:

"The Israelis have bombed a French-built nuclear plant near Iraq's capital, Baghdad, saying they believed it was designed to make nuclear weapons to destroy Israel.
It is the world's first air strike against a nuclear plant.

With remarkable precision, an undisclosed number of F-15 bombers and F-16 fighters destroyed the Osirak reactor 18 miles south of Baghdad, on the orders of Prime Minister Menachem Begin.

The army command said all the Israeli planes returned safely.

The 70-megawatt uranium-powered reactor was near completion but had not been stocked with nuclear fuel so there was no danger of a leak, according to sources in the French atomic industry."

I was shocked. I was stunned.

Now, every day I would come home from school, and read our NJ paper called, "The Home News" -- I would sit at the top of the stairs, petting my dog -- and read about world events, local news, and sports. Paying special attention to the Mid-East reporting.

June 8, 1981.

A courageous day, or so I thought for Israel and the Jewish People.

Was I wrong?

THE ENTIRE WORLD CAME OUT IN DROVES TO CONDEMN ISRAEL. THE UNITED NATIONS. THE NEWSPAPERS. THE GOVERNMENTS OF THE WORLD.

I was confused.

Was Israel wrong? Was Prime Minister Begin, the man who reached out to Anwar Sadat only 4 years earlier in the wrong?

No. They were not.

But, the ENTIRE PLANET thought they were clearly WRONG.

The NY TIMES Editorial page was this...on June 9, 1981 - the very next day.

" “Israel’s sneak attack on a French-built nuclear reactor near Baghdad was an act of inexcusable and short-sighted aggression,”

"Time magazine fretted that "Israel has vastly compounded the difficulties of procuring a peaceful settlement of the confrontation in the Middle East." The U.S. secretary of state called the raid "reckless." The U.S. ambassador to the U.N. said it was "shocking" and approved a U.N. resolution demanding that Israel make "appropriate redress" to Iraq."

Was it short-sighted?

Can you imagine a world a few years later, if Saddam HAD BUILT Nuclear Weapons? Better yet, or if Israel DID NOT destroy the nuclear reactor in Iraq? Would our lives be a bit different?

Well, that's where my "contrarian view" of life comes into play. I think it started for me on June 9, 1981.

I never EVER, look at a basic situation anymore, and just play it straight. The bombing of Osirak, and processing this information as a teenager, taught me that important lesson.

Any important circumstance in life needs, MULTIPLE angles.

My multiple angle came from a VERY unlikely hero.

It was 1983. I was beginning my "foray" into a singer/songwriter named Bob Dylan. I was doing a DEEP DIVE, into Bob Dylan, and his magical lyrics.

He wrote a song called, "Neighborhood Bully." In this song, Israel - (according to Dylan), can be viewed as the "Neighborhood Bully" of the Mid-east.

Read this BETWEEN the lines, about Osirak, and Israel's neighbors.

"Well, he knocked out a lynch mob, he was criticized,
Old women condemned him, said he should apologize.
Then he destroyed a bomb factory, nobody was glad.
The bombs were meant for him,
He was supposed to feel bad.
He’s the neighborhood bully."

"Well, he’s surrounded by pacifists who all want peace,
They pray for it nightly that the bloodshed must cease
Now they wouldn’t hurt a fly.
To hurt one they would weep.
They lay and they wait for this bully to fall asleep.
He’s the neighborhood bully."

Music helped me. Thanks to Mr. Dylan.

This made sense. Once again Music, and Bob Dylan explained something that no one else could communicate to me. Music touched my soul, AGAIN.

The Mid-East (Israel's neighbors) wait for the "Neighborhood Bully" (Israel) to fall asleep.

She won't.

Fast forward to 2006.

The Election's in Israel are over.

Iran is actively building nuclear weapons. They have already told the world of their intentions. Iran WILL seek to DESTROY the State of Israel. Make no mistake about their intentions.

I remember June of 1981, like yesterday. The feelings of bewilderment, confusion at what I was reading in the newspapers, watching on the evening news.....

No longer.

History is about to repeat itself in the Mid-East.

This time the stakes are higher.

When you wake up one morning, a similiar situation will be front and center, (IRAN) like June 1981 was for me.

Think much has changed?

We will see shortly.

I just hope Bob Dylan can reach out and touch a kid, the way his music explained it to me in 1983.

How will the "socially aware" teenager, process this information in 2006?

May Prime Minister Ehud Olmert of Israel, have the strength and courage, of Menachen Begin.

"If I have a choice of being popular and dead, or unpopular and alive," Mr. Sharon told fellow cabinet members, "I choose being alive and unpopular."

Processing Life's Lessons -- one nuclear reactor bombing at a time.

Election Day in Israel **

Election Day in Israel **

Today is a National Holiday in Israel. It is Election Day.

I may be the only American, hoping for a upset victory by Likud leader, Benjamin Netanyahu.

"Bibi"- as he is nicknamed, has been on the HAWKISH, side of the "peace process", since the beginning.

He has been a supporter of the term, "mutual movement." Meaning, no more concessions without tangible results, and results on promises from the Arab side.

I do not believe in the so called, peace process. Based on the fact, that compromise, and peaceful co-existence, are not in the culture, and the vernacular of the Palestinians.

It has never existed on the Arab side.

NEVER.

In 1993, Rabin shook hands with a mass murder, father of Arab terror, Yasir Arafat.

Since then, the Palestinians have accomplished, NOT ONE of their obligations...NOT ONE - of the farce called the "peace process."

Israel has relinquished land, which is tangible. The request, on the Israeli side, was for peace. Teach the children of the Palestianians peace, was the party line - and then, the kids will grow up in a culture of peace....

Suicide bombers became the most respected, revered, and "lofty group" in the West Bank and Gaza Strip. The bombers images line the walls. The families of the bombers are held in the highest esteem. This is a CULTURAL ISSUE, and not one that any "peace process", can remedy.

The Arab's have unleashed repeated terror.

Iran and Hamas are at the border of Israel, on ALL Sides. Al-Qaeda is there as well.

Why bring them closer, and give up the West Bank without a negotiation?

The Blame game does not work. I call the Blame game when someone continually makes excuses, or deflects the real problem with a culture, or it's people.

Israel is a democracy. Before the "blame game" continues, until a real democracy emerges, there can NEVER be a real peace in the Middle East.

Bold Leadership has NEVER emerged on the Palestinian side.

Until now.

It's called Hamas.

This is why I support Likud, and Benjamin Netanyahu.

Strength.

"Kindergarten Round Up, and BRANDING."

"Kindergarten Round Up, and BRANDING."

This past week, I had the pleasure of going to our local school, to sit and learn about the upcoming school year.

I have twin girls, who will be attending Kindergarten, in September...

This day was for the parents, to ask questions, meet the teachers, and walk the halls.

What a BLAST!

Aside from the fact, like all parents, that I'm totally freaked out, that my kids are starting their "official" school lives....it was a VERY interesting, insightful day.

First off, the school, is Kindergarten through the 8th grade. Meaning, you have 5 year olds, in the same hallway as 13 year old kids.

The school is many long hallways with hundreds of kids, and scores of classrooms.

You walk down the hall, and the school is configured by grade.

Kindergarten is closest to the offices and entrance...and as you go down the hallway you pass the 1st through the 8th grade.

You can tell this by the writings, and the poems, on the halls next to every classroom. As you progress down the corridor's, the writing is more legible, as you go UP BY GRADE...

March was "Women Hero's" Month.

Each kid, in every grade, needed to write a short story, about who they thought were "The Woman Hero", that they wanted to write about.

These were displayed on the walls, outside of each classroom. These writings by the students, lined the walls of the entire school.

I stopped to read, the "Woman Hero" writings, while the rest of the parents continued on through the "Kindergarten Round Up Day" -- I was being educated in the corridors, at what I was learning....

It was a sociological experiment, to walk the halls of a school, and see how kids in the 21st century view, women hero's.

Before I tell you the ONE PERSON who consistently dominated the "Women Hero's" -- writings, by the students...let's backtrack to look at what my school, in the 1970's, might have written..(Lawrence Brook School, 1973)

Eleanor Roosevelt, Jackie Kennedy Onassis, Clara Barton, Susan B. Anthony, maybe even an athlete or two....this is what I can imagine lining the walls of Lawrence Brook in 1973.

But in the year 2006, the one person who dominates writings of the THE HALLWAY?
Nearly 80% of all the children, wrote eloquently of WHY, she was a HERO TO THEM...

This floored me.

It was consistent from 1st up through the 8th grade....

Oprah Winfrey.

Maybe, I've finally hit the age where, I'm out of touch. I've hit the stage, where I've become, dare I say...A OUT OF TOUCH PARENT?!?!

Am I missing something?

No.

What it took me days to figure out, was the following.

Oprah is a major figure. She dominates afternoon television. These kids today, were born and raised, with Oprah on the television, in their households during the afternoon. Whether it was a Mother, or a babysitter, or grandparents, chances are, Oprah was on for the kids to see, DAILY.

Oprah Winfrey often times, has content that makes parents, show emotion (cry, laugh, or smile) -- kids see this, and react to it. It has a effect on children, to see their mother reacting to something happened on the television.

I'm now convinced after this excercise we, as a society have been "Oprahcsized.."

What does this mean?

Our future, our children have been BRANDED, to not only think of her as a hero, but a trustworthy source of information, a guide, and a STABLE PART OF THEIR LIVES.

Do not discount the value of those three attributes, to the future of our country...they are important elements of being a hero.

1) trustworthy
2) a guide
3) stable, steady, confident part of children's lives

Oprah Winfrey will be President of the United States of America.

I have ZERO doubt of this.

She has been branded, with all the key elements, for being a hero, and a leader for the next generation.

You know how I know this?

I saw it on the grade school wall.

Sales Feedback and Leadership ***

Sales Feedback and Leadership ***

My last 2 jobs have been in sales, and sales leadership.

I spent 6 years at each company.

Both companies were/are, VERY successful in their respective industry. I'm proud to say, that when I joined both, early on, each was TINY, and both grew tremendously over a short period of time -- both companies were acquired, for HUNDREDS of MILLIONS of dollars.

I'm proud of this accomplishment.

In 6 years, with each company, as a early employee - I helped DRIVE REVENUE, move the needle -- and CREATE VALUE.

But, looking back on both jobs, I did something FAR MORE IMPORTANT than be a top producer. (in terms of sales and revenue)

The leaders of each company, HAD A OPEN LINE OF COMMUNICATION with their top salespeople. (usually one or two salespeople)

What is open communication from Sales to a CEO/COO? It means access, conversations and interest, in a few salespeople, who fit a certain profile...(I happened to be the person in both companies)

It consists, but is NOT limited to the following:

FROM A CEO/COO Communication/Listening side:

* A CEO letting his top producers have access to his/her time and resources (within reason)
* A CEO who picks up his/her cell phone, engages, and shows interest.
* A CEO who listens, and acts, upon some of the feedback, on his/her own.
* A CEO who keeps the conversations in confidence.
* A CEO who knows, and can determine, the sales people in his organization, THAT ACTUALLY CARE ABOUT THE COMPANY - and the feedback given by the sales person. This feedback from the salesperson, has LESS to do with their personal situation (the salesperson)-- but is ALL about the company, and it's "fight to succeed."

* A CEO who can solicit feedback, and make the sales staff feel comfortable, in a NON POLITICAL ENVIRONMENT.

* A CEO who trusts the judgement of his "horses, or producers" in sales to give straightforward feedback.

* A CEO who VALUES, the contrarian point of view, and NEVER GETS UPSET OR MAD, when he/she hears statements, or points, that are contradictory to his/her own viewpoint.

* A CEO who understands politics in his/her own company, and STILL asks the salesperson to trust him, and that their relationship is CRITICAL TO THE SUCCESS of the organization.
* A CEO who is open to hear..."You made a horrific hire, this employee you chose for this position, is a waste of space, and you made a very bad choice..."

********
From a Salesperson Listening/Communication side:

* Saleperson keeps conversations and emails to CEO, BRIEF.

* Saleperson tells CEO honest "non-political insight" -- 80% of the information given to CEO, is regarding clients, market condistions, prospect feedback. 20% is about the company internal workings.

* Salesperson PUTS HIS/HER PAYCHECK SECOND, to the company success. (this is rare, but a good salesperson knows they are not exclusive of each other...they are VERY VERY connected)

* Salesperson holds communication in strict confidence...

* Salesperson shares IMPORTANT market info, client feedback, and can identify market changes BETTER than anyone in the company...because the salesperson is SPENDING THE MOST TIME OUT OF THE OFFICE, and in the field.

* Salesperson who always presents a SOLUTION, to their CEO with every single PROBLEM.

***********************

The above communication between both parties, have FAR more attributes on each side between...both CEO and TOP saleperson.

But, the model is clear.

A good CEO, like a good salesperson, needs to find a way to break through the politics of any organization, and have consistent, direct, and TWO WAY conversations......

This model has been what has made my last two companies, GROW from small start up's, into VALUABLE, consistent market leaders.

Politics in any company, will always attempt to stifle the CEO to SALESPERSON, line of communication. (as a company gets big, no mid-level manager wants to get sideswiped by this feedback loop, and it should NEVER happen, that as a result of this communication, that there is a direct line back to EITHER, CEO, or Salesperson)

A good CEO, and a good salesperson, should find their way around any politics in their company, to MAKE IT HAPPEN.

"Making it Happen" means winning....and both parties (CEO and TOP SALESPERSON) benefit in this communication....THEY BOTH WIN, CREATE VALUE, AND GAIN VALUABLE ACCESS, AND INSIGHT. THEY BOTH LEARN, AND BENEFIT.

This communication is critical to the success of THREE parties.

CEO wins.
Salesperson wins.

Ultimately, the COMPANY WINS BIG.

Advertising.com "opens" a HUGE DEAL....

Advertising.com "opens" a HUGE DEAL....

Hats off to my ex-mates at Advertising.com.

Jay Weintraub has a EXCELLENT, well written post, on one of the largest deals on the internet to date...

Jay's piece is HERE, CLICK HERE and it's really worth the read.

I enjoyed learning of this deal for a variety of reasons...but one you won't read ANYWHERE else is the following.

The Lead Contact on this deal for Advertising.com...(CC) -- is a great salesperson. He is passionate, articulate, and he understands the client's business and needs -- inside and out.

This distinguishes (see my definition of a sales stud) him from many people on the internet, and not just in sales. He stayed with it...FOR YEARS. He provided value. He CREATED VALUE.

Hats off to the entire team at Advertising.com for "opening", one of the largest deals on the internet yet....

Media Kits and Garbage... "Please

Media Kits and Garbage...

"Please send me a copy of your media kit.."

"Let me have a look at your media kit, and I'll let you know if we should meet."

Those are typical responses when I have called, and asked for a prospect for a few minutes of their valuable time, to attempt to engage them, and start the sales process.

One problem.

NO ONE READS MEDIA KITS. NO ONE.

Seth Godin over at this AWESOME BLOG, has a great piece on this.

It's titled, "What Do you Think of My Brochure?"

Brochure = Media Kit.

I'm proud to say I have NEVER EVER mailed a brochure, or a media kit to a prospect.

NEVER.

A short concise email, is what I follow up with. Impactful. Short, to the point. That's it. Asking them to spend 15 minutes with me. Time is valuable, and I WILL NOT WASTE YOUR TIME.

But if you are going to mail media kits...here are some tips from Seth.

Seth's quote,

" **overinvest in paper and design. Spend twice or even ten times more than you planned. If you can't afford to do that, don't have a brochure. Especially if your competition does.

**use less copy. Half as much.

**use testimonials. With photos. Short captions. It's hard to have too many of the good ones.

**make it funny enough or interesting enough or, hey, remarkable enough that people will want to show it to their friends.

**show, don't tell. Don't say you have a tranquil setting... I won't believe you.
and most important, make sure you leave several obvious things out... so that people need to talk to you."

Media kits, go directly into the garbage...(or if you are super lucky, they get placed on someone's desk, under some other useless pile, and then periodically, the desk gets cleaned and your media kit gets placed into a file drawer, with a manilla envelope labeled "media kits.." The "media kit" folder, with your companies information, will be found when the prospect either quits, or get fired, then it goes in the garbage...)

Work on a strong letter or email, in the place of a media kit.

Follow up diligently -- and with PASSION.

It works.

But, if you are going the route of mailing media kits....think again.

Here is Seth Godin Blog...Click HERE.

In a few short years.....

In a few short years.....

Met with a client today.

This client sells products to consumers and other businesses.

These are "HIGH TICKET/Considered Purchase Products for your home."

2 years ago they were spending on average $30,000 per month to advertise in the Yellow Page Book. (or approx. $360K per year)

The purpose of these Advertisements was to drive LEADS, or inbound calls, to their salespeople. (so that they can go out on appointments, and close deals)

Fast forward to TODAY.

You know how much they are spending with the Yellow Pages?

ZERO.

It's no secret, but this is the business that Google is gaining...at the expense of YP, Valpak, and magazines.

Here's the more important data.

Their average ORDER SIZE, ON LEADS THAT COME VIA THE WEBSITE, is over 2x that of their other marketing vehicles. (double size orders come from online vs. direct mail)

Incredible.

Staggering.

And, I shorted GOOGLE cause I think it's overvalued.

Maybe not.

This is why, Google, as it expands it's products, into other marketing vehicles --- needs to start to roll out, and use the PURCHASE INTENT PROFILES, it is sitting on, because of their vast amount of search data.....to TARGET BETTER.

When they do, watch out.

The Rise of Search/Behavior ***

The Rise of Search/Behavior ***

Creating Profiles based on "purchase intent.."

This company is taking the lead, and has been doing it in a way that is UNIQUE, and cutting edge for a while now.

The most compelling statistic for me, was that

"As people spend less than 5% of their online time searching and over 95%
of their time browsing 'other' ad supported content, most of which is sold
for low CPMs, there are more opportunities to show ads to people after they
searched based on their recently conducted searches.

. Advertisers will spend most of their advertising budgets with the company
that will have the largest number of purchase-intent profiles and the
largest number of opportunities to show ads to people based on those
profiles."

This is the company that will dominate that.

I'm BULLISH on AlmondNet. Click HERE for their site.

President Bush's Strongest Statement yet

President Bush's Strongest Statement yet on Iran...that the US WILL DEFEND ISRAEL.

From DEBKA.

Bush warns Iran he would use military might to protect “our ally Israel”

March 21, 2006, 9:50 AM (GMT+02:00)

“The threat from Iran is, of course, their stated objective to destroy our strong ally Israel. That’s a threat, a serious threat to world peace,” said the president after a speech defending the war in Iraq Monday, March 20,on its third anniversary.

“I made it clear, and I’ll make it clear again, that we will use military might to protect our ally Israel,” said Bush. On the atomic dispute, the US president said he hoped to solve this issue diplomatically with a “united message” to Tehran from Washington, London, Paris, Berlin as well as Russia and “hopefully” China. The message would be that “your desire to have a nuclear weapon is unacceptable.”

On the question of bilateral talks with Iran on Iraq, Bush stipulated the discussion must be limited to Iraq. He stressed US concerns about interference in “a democratic process that is evolving,” saying the talks will not decide Iran’s relations with a sovereign Iraq. “Ultimately, Iraq-Iran relations will be negotiated between the Iraqi government and the Iranian government.”

DEBKAfile adds: President Bush’s reference to Iran’s interference in Iraq Monday - and in a speech he delivered on March 13 - followed a top-secret intelligence report on his desk which was first detailed exclusively in DEBKA-Net-Weekly 246 on March 17. The report revealed the infiltration of thousands of trained guerrilla suicide fighters from Iran into Iraq in the second half of February and early March. They are being held ready under cover to strike at US targets upon a signal from Tehran.

Their commander is Iranian Revolutionary Guards General Ismail Dukaiki, former chief of the Badr Force in the nineties in Iran. The Badr Force now operates in Iraq in the framework of the national security army under American command. Planted within this force is a large contingent loyal to Tehran and under its orders.