Wednesday, August 15, 2018

Selling ideas when you’re the new leader on the block



Selling ideas when you’re the new leader on the block
And wow, there are so many opportunity for improvement; the list of ideas is a mile long! It’s exciting, and you’re ready to start making some changes.

Hold up there, partner. Although your enthusiasm is admirable, take a momentary pause. Before you start pitching ideas for change, know this: if you go about it the wrong way, you’ll get the cold shoulder. Worse, you might earn a reputation for not understanding the company’s culture, which could have long-lasting implications for your success.

Selling ideas when you’re the new leader on the block takes a strategic mindset, which can get overlooked in the rush of excitement or pressure to produce immediate results. Here are five things to consider to help make your case more persuasively:

Patience is a virtue

This is especially true if you’re a leader of leaders, because you have multiple constituencies to nurture and communicate with. New ideas that require a deviation from the status quo require patience, observes a senior manager with Kelly Services in this article about stepping up to senior management. “Everybody is in a different part of the journey to incorporate the change,” she notes, so it’s important to curb your enthusiasm. Even if you’re ready to roll, others most likely are not.

Don’t blow things up just yet

Some leaders are brought in to “shake things up” and they take that advice to heart. The only problem is, sometimes they shake so hard that people are concussed. Although it might be that the entire corporate ecosystem needs a reboot, people in the trenches (as well as your middle management team, who will be your allies in communicating change) need time to adjust. Look around and decide if you need to wait or go into immediate triage mode.

Determine what the culture will support

No matter how great your solution is, some cultures simply won’t support it. When selling your idea, “find where the culture works in your favor,” advises leadership coach Eric Hicks, who held senior management positions at Cigna and JPMorgan Chase before starting his coaching consultancy. He admits to learning this the hard way. “You are not really likely to implement programs or ideas that are significantly counter to culture in your first 90 days,” he says. And it doesn’t help to say, “at my previous employer, this worked well,” he notes. If anything, that signals the kiss of death for an idea.

Take a page from marketers

Savvy communicators know that it takes time for people to gain comfort with new ideas. If your idea is radical, make it seem more familiar by pairing it with something that audience already understands. This concept, coined “MAYA” by industrial designer Raymond Loewy, stands for "Most Advanced Yet Acceptable." For example, when online eyeglasses retailer Warby Parker was in its startup phase, it had to overcome the objection of how people would get fitted for eyewear online. The company was dubbed the “Netflix of Eyewear.” Pair your idea with something that people can relate to, and it will gain traction more quickly.

Co-create with others

This final idea is less about sales and more about enlisting others. “You need to really take some time to understand the nuances of the culture” before you pitch ideas,” says Hicks. People will support that which they help to create. Rather than “sell” people on a solution, look for ways to draw people into your idea and work with them to co-create a solution that all will support.
It’s understandable that a leaders who’s new to the job wants to make an immediate and positive impact. Before you make any big moves, be sure you’ve taken the time to ensure that the company’s culture, along with your key constituencies, are on board with your ideas. Patience, collaboration and savvy marketing will go a long way to paving the road to success for new ideas you wish to implement.

Jennifer V. Miller is a freelance writer and leadership development consultant. She helps business professionals lead themselves and others towards greater career success. Join her Facebook community The People Equation and sign up for her free tip sheet: “Why is it So Hard to Shut Up? 18 Ways to THINK before you Speak.”

Connected TV Ad Spend Poised To Hit $8.2 Billion In 2018

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Advertising on connected TV is poised to nearly double this year  -- to $8.2 billion, according to Tru Optik.
The video/data management company says it will climb to'$13.3 billion in 2019 and $20.1 billion in 2020. It was $4.7 billion a year ago.
Ninety-seven percent of those buying targeted connected TV ad campaigns, are using third-party data to direct their ads, with 2% coming from first party data and 1% from retargeting.
Tru Optik estimates the overall over the top (OTT) industry will hit $50 billion in 2020.  It says less than a fourth of OTT spending comes from marketers linear TV ad budget; 33% from its digital ad budget. Recent projections are that 62% of marketers plan to increase OTT spending.
According to a number of projections, traditional TV advertising spending totals around $70 billion annually.
A recent estimate from software company SteelHouse said nearly 80%  of marketers plan to buy ad inventory on connected TV devices and services in the next 12 months.

Scripps Sells 19 To SummitMedia for $47 million

The 19 stations in 4 markets Scripps still had in its portfolio will soon be gone, sold to Carl Parmer’s SummitMedia for $47 million. This is the fourth and final transaction in the sale of Scripps’ radio assets. The sales of Scripps’ radio stations total $83.5 million. million. The company announced in January its intent to sell its portfolio of 34 radio stations in eight markets.

SummitMedia is purchasing:
  • KFDI (101.3 FM), KICT (95.1 FM), KFXJ (104.5 FM), KYQQ (106.5 FM) and KFTI (1070 AM) in Wichita, Kansas;
  • KTTS (94.7 FM), KSPW (96.5 FM), KSGF (104.1 FM and 1260 AM) and KRVI (106.7 FM) in Springfield, Missouri;
  • KEZO (92.3 FM), KSRZ (104.5 FM), KQCH (94.1 FM), KKCD (105.9 FM) and ESPN station KXSP (590 AM) in Omaha, Nebraska; and
  • WWST (102.1 FM), WCYQ (100.3 FM), WKHT (104.5 FM) and WNOX (931. FM) in Knoxville, Tennessee.

  •   Scripps already had announced the sale of five radio stations in Tulsa to Griffin Communications, two Milwaukee-based radio stations to Good Karma and eight stations in Boise and Tucson to Lotus.
    The transaction is expected to close in the fourth quarter. The transaction is expected to close in the fourth quarter.

Summer TV Viewing Sees Another Double-Digit Percentage Decline

Television News Daily

Summer TV viewing is showing no improvement in declining viewership among virtually all networks.

Only Fox, MTV, Comedy Central had much to cheer about in July -- the only TV networks showing gains in that month versus the same month a year before, according to MoffettNathanson Research.
Prime-time TV was down 12% during the month to a Nielsen C3 18-49 viewership of 16 million -- with broadcast losing 10% and cable networks down 13%. June's total TV prime-time ratings were down 9% and May lost 5%.

The Nielsen C3 metric is the average minute commercial rating plus three days of time-shifted viewing.

Total day viewership posted slightly worse results, falling 13% to an average 10 million total C3 18-49 viewers -- with broadcast losing 8% and cable off 15%.

Fox benefited from the World Cup in July -- posting a 5% gain to average 836,000 18-49 C3 viewers in prime time. ABC was down 6% to 838,000, while CBS went 15% south to 744,000 and NBC lost 17% to 997,000.

Viacom's Comedy Central added 16,000 total day 18-49 C3 viewers in the month and its sister network MTV added 4,000 more. But Viacom also had some big losers.

Among the top 25 cable networks, Nickelodeon was down 93,000 and Nick-at-Nite was off 89,000.
Looking at overall TV cable network groups, Fox did the best among the losers -- down 4% to 1.1 million prime-time C3 18-49 viewers for all its networks, while Discovery dropped 6% to 2.5 million. Viacom sank 8% to 2.3 million, A+E Networks was 10% lower to 998,000, and NBCUniversal was off 14% to 1.6 million.

The next four were Time Warner, dropping 16% to 1.8 million; all independent networks, also giving up 16% to 910,000; AMC Networks declined 17%  to 522,000, and Disney-ABC sank 28% to 640,000.

Aerosmith to Rock Vegas in 2019

Hello Las Vegas, are you ready to rock?

Aerosmith announced on Wednesday they have a new concert residency at the Park Theater at the new Park MGM resort in Las Vegas in 2019. The show is titled Aerosmith: Deuces Are Wild, named after the band's 1993 song, and the performances will begin in April.

"We decided to do Vegas. Viva Las Aerosmith!" frontman Steven Tyler said onstage at Rockefeller Plaza in New York City, before the group performed a gig for the Today show's summer concert series.

"We're gonna keep it raw, we're gonna keep it who were are," he added later. "There are gonna be no changes. It's not gonna be Flory-Dories, it's gonna be beautiful and rocked out and we're gonna get a chance to use some special effects that haven't been used before."

Aerosmith's residency show will feature never-seen-before visuals and audio from the band's recording sessions, with the help of Grammy-winning producer Giles Martin, who creating the soundscape for The Beatles LOVE by Cirque du Soleil show in Las Vegas.

"We wanna bring a show in there that we really can't do when we're on the road, on a regular tour," guitarist Joe Perry said. "We wanna bring a show that still has Aerosmith and all the guts of Aerosmith but has a whole other element to it that we've never been able to do before."

"We're gonna bring you into Aerosmith World," said drummer Joey Kramer. "The history behind our almost 50 years of being together and as soon as you walk into the Park Theatre in Vegas, you're gonna walk into Aerosmith World. Everything about it is gonna be Aerosmith, Aerosmith, Aerosmith."

Could Climate Change Destroy the Bloody Mary?

Thought we'd begin enhancing this media news site with additional points of interest such as information from the food industry which impacts our daily lives and and the entertainment business, both of which is of great interest to all our subscribers to LeNoble's Media Sales Insights. 

So...here's the first of many interesting articles which may affect our lives: PLease let us know how much you enjoy them as they are published. You may write to me at drphilipjay@gmail.com. That way I'll get your comments more quickly.


The Result of More GLOBAL WARMING Could Climate Change Destroy the Bloody Mary? “The entire global food system is a nightmare on the horizon.”

By Clint Rainey

This drink might look a little different in the next few decades. 
At this point, we’ve all just made peace with the idea that climate change will devastate the Earth, right? As far as food is concerned, it is now easy to imagine a world without coffee, wine, bananas, avocados, chocolate, crops whose mere presence in the world’s food supply is threatened by a warming planet. But some climate-change experts stress the fact that complete extinction is less of a threat than the ways smaller adjustments will affect our food chain. “The unpredictable ways in which our food system takes up shocks and stressors is the really compelling story here and it is going hugely under-reported,” says Ed Carr, director of Clark University’s international development, community, and environment department. “The entire global food system is a nightmare on the horizon.”

Carr warns that our modern food system is interconnected in ways we will fail to truly grasp until “a single shock or stress impacts the system.” He says, “Add multiple shocks, or even several moving parts, and that uncertainty compounds.”
Take, for example, that iconic brunch drink, the Bloody Mary. It is often calledthe world’s most complex cocktail due to the sheer amount of stuff that’s in it. Even a normal Bloody Mary — one that isn’t garnished with, say, raw oysters or an entire fried chicken — contains far more ingredients than you might think (Worcestershire sauce alone contains over a dozen separate components), any one of which could be a victim of climate change in the future. “You look at the glass and go, ‘A lot is going on in there,’” explains Michael Hoffmann, who runs the Cornell Institute for Climate Smart Solutions. “But if you take the pieces one by one, you start realizing tomorrow’s Bloody Mary is going to taste very different.”

How different? Scientists can’t definitively say how flavors will shift. It depends on whether the environmental stressors manifest as rainfall declines, or perhaps a long-forgotten disease emerging from melted Arctic ice. (That really happened, btw.) What the experts we talked to can agree on is that the ingredients that make up your favorite Bloody are in for a rough few decades of change. And, yes, the loss or change of boozy tomato juice is — in the grand scheme of things — admittedly trivial, yet examining each ingredient of this classic hangover cure is also, ahem, a surprisingly eye-opening way to get a grasp on the ways in which our changing climate could affect our food supply. Here’s how it looks:

Tomatoes
The one constant across all Bloody Mary recipes is also the most susceptible to change. Nutrient depletion has wracked tomatoes for years; the standard, garden-variety version of the fruit continues to leach vital nutrients like vitamin C and calcium. According to one influential report, the atmosphere itself may be to blame due to rising CO2 levels. Scientists have found that higher temperatures increase the odds of plants getting a disease called blossom-end rot, which make them ripen more slowly, decreases their fruit size, and reduces natural sweetness. Once temperatures soar above 90 degrees, just kiss tomatoes good-bye entirely: The plant won’t blossom in such heat. It will sacrifice flowers to conserve moisture, and fruit that’s already on the vine will, for example, turn an unappetizing shade of yellow.

Vodka
Vodka can be made from a variety of different ingredients, but the outlook is pretty bleak for all of them. Researcherspredict climate change will have a “profound effect” on potatoes in warm climates like India, and in the next two decades, global yields are predicted to drop by as much as 32 percent. By 2060, it’s possible Bolivia will be the only place on Earth that doesn’t have to drastically change its farming practices to maintain the current yield. The U.N. also warnsthat the biodiversity of potatoes is under global threat.

High rollers, meanwhile, might want to know that Grey Goose is made with wheat instead of potatoes, but those grains are grown in Picardy, a region in northern France where a new study predicts precipitation shortages and hotter weather will shrink yields 21 percent by century’s end. And Tito’s, America’s top-selling spirits brand, is distilled from corn. Carr points out that the Corn Belt is in trouble: Models predict a 6 degree temperature increase for parts of the midwest over the next half century and, in two generations, Canada may produce much of the corn that America does now.

Hot sauce
Rising sea levels are quite literally drowning Tabasco, the crucial Bloody Mary ingredient produced by Louisiana’s McIlhenny family: The company is headquartered on Avery Island, Louisiana, a salt dome by the Gulf of Mexico that’s headed underwater, along with one of the country’s largest salt mines. The peppers used to make the sauce are actually grown in Central and South America, but that only ensures supply, not quality. Research shows warming temperatures have a metaphorically apt consequence for chiles: Heat stress on the plant increases capsaicin, which means the peppers get hotter in their own way. Droughts have already caused shortages of some other pepper varieties, like of the chiltepin in northern Mexico, and others as traced in the excellent 2011 book Chasing Chiles.

Lemons
Lemon production is concentrated in coastal regions with similar climates, and the crop is sensitive to dramatic temperature changes — fruits that ripen too quickly become bitter. They’re also vulnerable to disease and hurricanes, which are becoming more frequent and severe, and that in turn translates to price volatility. They’re also practically amonoculture crop; the more similar they are, the more susceptible the entire supply becomes to any unexpected “shock,” which would mean a serious citrus decline.

Worcestershire sauce
The classic condiment requires fermented anchovies which, like all fish, are in grave danger of going extinct. (The most dire warnings predict edible fish could disappear as soon 2048.) Already, the anchovy population off of California’s coast has seen total collapse: It dropped from 1 million tons in 2009 to just 15,000 tons in 2011.

Horseradish
A majority of North America’s horseradish production comes from just two counties in southern Illinois. A sole environmental stressor to the area could decimate supplies of the pungent root. In fact, it almost happened once, in 2002, when a fungus nearly wiped it out. It’s not like farmers could just start planting it somewhere else. As the Washington Post explained at the time, “There are no seeds for root crops. Instead, offshoots the size of carrots are separated from the thick part of the horseradish by hand, then replanted in the loose, rich soil of this stretch of Mississippi River bottom land.”

Ice
Consider different types of water, and the individual traits they confer on drinks. As Hoffmann says, “You have to think about that in addition to the Tabasco, tomatoes, vodka, and all of that.” And, surprise, climate change is throwing a real wrench in the nutrients found in water, which is also a reliable conduit for pollutants, second only to air. As the EPA warns, bad things are in store for the “amount, timing, form, and intensity” of rainfall, and those problems will inevitably threaten our water resources. Algal blooms now routinely taint our lakes and rivers; and a recent study in Science points out extreme storms will wash in larger quantities of nitrogen — possibly 20 percent more, by the end of the century. Freak downpours also create runoff that flows into our water supplies, after picking up pollutants, animal waste, sediment, and other trash along the way.

Black pepper
A few dashes of salt and fresh-ground black pepper are necessary finishing touches for any great Bloody, but that pepper could be a problem. Vietnam and India are the biggest producers, and output in both areas is at its maximum. In fact, production bases are shrinking. It’s a rain-fed crop, and researchers call the warm, dry recent years a cause of “great concern,” particularly because there’s a fear the shifting weather could bring in new pests and pathogens, too.

Celery
This is the one spot of good news, if you want to call it that. It turns out everyone’s least favorite vegetable is surprisingly resilient. U.K. scientists investigated greenhouse gas effects on the vegetable last year, and according totheir data, “There was no effect of increased temperature on above ground celery yield.” Um, great?

Celery
Celery’s apparent invincibility notwithstanding, experts are clear about the fact that shocks and stressors have already affected these ingredients (and plenty of others) in meaningful ways — and the issues that we already understand are actually the least troubling. “I’m not worried about what I know will happen — we can plan for that,” Carr says. “I worry about what I don’t know.” He adds that the sheer number of possible threats is simply overwhelming, and all it takes is bad luck. “It could be one, or three, or a million. They just have to happen at the wrong time and the wrong place, and we have a mess on our hands.”

Thursday, August 2, 2018

What Makes A Great CMO In Today's Market


COMMENTARY

I spent the last 10 to 15 years doing lots of B2B marketing and speaking to the enterprise. Prior to that, I worked on consumer brands like Disney, Discover Communications and BMW.

One thing I’ve come to realize in the last year or so is that your day-to-day skills change dramatically the further along you go in your career, because the daunting requirements for marketing and marketing technology change just as much.
I would bet if you did an informal study of CMOs ( Chief Marketing Officer) with more than 20 years of practical marketing experience, you’d come across two high-level pieces of feedback.  
First you would hear that the general principles of marketing apply to both B2B and B2C. I would agree with that.  The basics of understanding your audience, identifying their motivations and delivering a message that resonates are core to being an effective marketer.   
Secondly, I think you would hear that tactically those CMOs will admit they are completely out of their comfort zone when it comes to the daily execution of their marketing strategies.
Tactically, things change all the time.  For example, app marketing is a world unto itself.  Getting consumers to be aware of an app and its value requires an extremely granular approach of influencing the influencers.  Influencer marketing at this level goes down to community marketing, reviews, SEO and more.  Each of these are tactics which are highly focused on products, features and specifications.  You can certainly go the route of marketing benefits and emotional attachment with an app, but these are like capturing lightning in a bottle.
 Most CMOs are trained in higher-level approaches and are vastly outgunned when it comes to the street-level tactics of influencer marketing at this guerrilla level.  Most apps are simply trying to leverage app stores and search to reach a wider audience in the hope that happy users become “raving fans” and they start to share the word.  
Most CMO’s have never been in the trenches manipulating keywords in the app store, so they rely on a valuable tactical team to get these things done.  If you catch a virtual wave and get some traction, then other influencers pick up on it and the word starts to spread by itself.  The same can be applied in a B2B environment, but it’s much more difficult.  
One amazing example of this is Slack, which was able to gain traction and create virality in the developer world and eventually saw that virality catch hold in other areas of business as well
If you are a CMO and you have never truly executed these tactics by yourself, how can you succeed?  How do you battle the fact that most CMOs don’t last in their roles beyond two or three years?  The best way to do so is get out of your own way and focus on what you do know.  Good CMOs will build a great team, manage that team productively and put their ego to the side, surrounding themselves with people who are at least as smart — if not smarter — than they are.  
Your job is to understand the high-level needs of your target and whether these tactics are delivering a message that resonates, and that delivers the accountable metrics your business requires to succeed.  
As a CMO, you can’t be the best at everything your company needs to be done, but you can be the best person to identify the needs and find solutions, then manage the team to execute and exceed those goals.   
To be a great CMO, you need to be the voice of your customer and you need to be the voice for your team.  You need to translate one to the other and vice versa, and then you can achieve success.