What To Know Wednesday . . .

DIGITAL AUDIO-PALOOZA:  The IAB has just released its second Digital Audio Buyer’s Guide, and it’s jam packed with 23 pages of everything you need to know about our industry.  They aggregated a combination of Edison, eMarketer, and Comscore information into one very neutral (and credible) summation of where Digital Audio is today, and where it’s headed tomorrow.  For my money, the two most important stats are the critical mass achieved with eMarketer’s prediction of 181M monthly streaming listeners in the US by 2017, and mobile engagement with Comscore’s tally of 15% of In-App time spent listening to music – both charts are below.  I know getting through this much data is a little bit of a grind, but it will give you a great foundation of knowledge in our industry to help you do your job that much better!  iab_digital-audio-buyers-guide-nov-2016 iab

HOW LITTLE VIEWABILITY IS TOO LITTLE?:  There’s a growing conflict in the industry over the efficacy of Snapchat’s embedded video ads.  Specifically around the question of its primary user rendered video unit, which has an average viewability duration of just under 3 seconds.  The question is whether viewing 3 seconds of a video ad, whose creative is probably :15 or :30 seconds, can achieve marketers’ goals and is worth paying for.  Before you answer those questions keep in mind Facebook doesn’t even count a video as being viewed until after 3 seconds, and that’s the average view duration for Snapchat.  You can see the dilemma clients and agencies are facing – they want to utilize social video platforms, but how can they get their money’s worth? (link)

COLD CALLING 101:  And finally today, a fellow sales blogger named Zachary Lukasiewicz has compiled a series of “cold call” best practices, which I thought was worth circulating.  Some of these seem a little dated (leaving many voicemails lately?), but the points on effective email and social media outreach are very relevant to today’s digital media sales environment.  As you read this keep in mind half the pitches for 2017, from a dollar value standpoint, will happen between 12/1/16-2/28/17  – so tomorrow we’ll enter upfront prime time.  And one of the immutable laws of sales tells us the more new biz dev outreach you do now, the more you get to pitch, and the more you’ll eventually close. So no better time than today to use some of these tips to get the most out of your new biz activity level!  (link)

Have a great Wednesday guys!

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