What Defines a Tastemaker - Phil McKenzie

In Chapter 4 of 12 in his 2010 Capture Your Flag interview with host Erik Michielsen, media and publishing entrepreneur Phil McKenzie shares what separates tastemakers, trendsetters, and influencers from an average consumer or business. McKenzie notes how tastemakers, trendsetters, and influencers aspire to get in front of trends and apply passion and expertise to generate thought leadership. Phil McKenzie graduated from Howard University and earned an MBA from the Duke University Fuqua School of Business. Before starting FREE DMC and the Influencer Conference, McKenzie worked for eight years in sales and trading at Goldman Sachs.

Why Respect Matters to Small Business Success - Phil McKenzie

In Chapter 3 of 12 in his 2010 Capture Your Flag interview with host Erik Michielsen, media and publishing entrepreneur Phil McKenzie shares why respect matters in a small business environment. McKenzie notes relationships cannot work unless mutual respect exists across parties. He draws comparison to corporate organizational charts and their purpose to systematically define success. In entrepreneurial environments, McKenzie also believes structure is critical and works with partners to define roles and responsibilities in a way that are mindful, transparent, and sincere. The result is greater trust across the team and improved performance. Phil McKenzie graduated from Howard University and earned an MBA from the Duke University Fuqua School of Business. Before starting FREE DMC and the Influencer Conference, McKenzie worked for eight years in sales and trading at Goldman Sachs.

Why Distinct Roles Matter Building a Business Partnership - Phil McKenzie

In Chapter 2 of 12 in his 2010 Capture Your Flag interview with host Erik Michielsen, media and publishing entrepreneur Phil McKenzie shares why it is important to have distinct roles in a business partnership. The roles create the accountability, efficiency, focus, and trust that allow the business to be more successful. McKenzie shares detailed role definition applies in his collaboration efforts with business partner Todd Triplett creating a magazine. Phil McKenzie graduated from Howard University and earned an MBA from the Duke University Fuqua School of Business. Before starting FREE DMC and the Influencer Conference, McKenzie worked for eight years in sales and trading at Goldman Sachs.

How Goldman Sachs Sales and Trading Teaches MBA to Adapt - Phil McKenzie

In Chapter 1 of 12 in his 2010 Capture Your Flag interview with host Erik Michielsen, media and publishing entrepreneur Phil McKenzie joins Goldman Sachs sales and trading upon earning his MBA at Duke University. McKenzie is thrown into an unfamiliar trading floor and industry environment and is forced to adapt over time. McKenzie recounts that initial year as the most challenging in his career given the intensity and overwhelming amount of new information to learn, both at the bank and within the industry - pharmaceuticals - he covered as a trader. McKenzie worked at Goldman for eight years before embarking on an entrepreneurial career. McKenzie is now co-founder of FREE DMC, a New York based event, media and publishing company, and co-founder of the Influencer Conference, a global event series bringing together entrepreneurial, arts, design, and non-profit communities. Phil McKenzie graduated from Howard University and earned an MBA from the Duke University Fuqua School of Business. Before starting FREE DMC and the Influencer Conference, McKenzie worked for eight years in sales and trading at Goldman Sachs.

Why College Graduate Decides to Pursue Sales Career - Geoff Hamm

In Chapter 2 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm graduates the University of Illinois and begins a sales career. As a child, Hamm would pick up a new toy or pair of shoes and try to persuade friends on why they should also get them. Over time, Hamm works summer jobs and internships and is naturally drawn to sales roles. In sales, Hamm finds it fulfilling and meaningful meeting new people, forming relationships, and learning and developing through the resulting experiences. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Be Successful in Sales by Building Trusting Relationships - Geoff Hamm

In Chapter 3 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares how developing a relationship and establishing trust enables long-term success in a sales career. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Search for an Executive Sales and Marketing Job - Geoff Hamm

In Chapter 4 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares the job search process he uses to find great jobs. To identify an opportunity, Hamm looks for great product and compatible culture. Once he identifies these, Hamm then qualifies each using his business and personal network. This provides him honest insight, feedback, and introductions that further the matchmaking process. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Hire a High Performance Sales Team - Geoff Hamm

In Chapter 5 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm details his approach to interviewing, hiring, and building teams. After meeting the candidate, Hamm asks himself whether he could sit next to the person on a cross-country flight. Hamm continues by going through more traditional elements, including interest in the position, past accomplishments, and business networks or Rolodex. If a second interview occurs, Hamm applies lessons learned in sales and management training at previous companies to gauge strengths and personality using standardized tests, namely Gallup Strengthsfinder. This helps Hamm better understand fit between individual, the role, and the team. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

What Marriage Teaches About Teamwork - Geoff Hamm

In Chapter 6 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares what marriage has taught him about teamwork. He highlights compromise and its importance balancing and sharing parenting responsibilities at home where both parents work. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How Account Executive Adapts Into Sales Manager Role - Geoff Hamm

In Chapter 7 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm adapts from account executive sales roles into sales management roles. Hamm learns to let go of the hands-on sales elements and focus more on cultivating talent, encourage individuality, and foster growth in his team. Hamm applies a strengths-based skill building approach while finding resources to address weaknesses and gaps. This approach increases loyalty across the team. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How Patience Helps Manage in a Political Corporate Climate - Geoff Hamm

In Chapter 8 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares how he navigates political climates in large Internet companies. Hamm learns to practice patience and prioritize understanding another's point of view. He assumes good intentions and addresses the situation from this perspective. This helps Hamm align goals and achieve objectives in difficult situations. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Safely Navigate a Corporate Restructuring - Geoff Hamm

In Chapter 9 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares corporate restructuring and reorganization lessons learned going through several mergers and acquisitions. Hamm retreats from decision-makers following personal agendas and instead seeks ways to align with customer focused factions. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

Why to Work in Innovative and Disruptive Industries - Geoff Hamm

In Chapter 10 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares why he enjoys working in innovation rich industries. Hamm, a 15-year Internet industry veteran, notes the necessary perseverance investment and potential payoff, highlighting a big career moment when a large telecommunications company Chief Marketing Officer - CMO - committed the majority of its advertising spend to digital, rather than television. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Convince Large Brands to Invest in Unproven Technology - Geoff Hamm

In Chapter 12 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm highlights the importance of relationship, trust, and accountability when selling unproven new technologies into large Fortune 500 clients. Over 15 years selling online advertising, Hamm learns how to build more trusting relationships by working through difficult times with clients. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

Why Prioritize Sales and Product Management Team Collaboration - Geoff Hamm

In Chapter 13 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm shares why he spends 30-40 percent of his time working with his product team. Hamm, an Internet ad sales veteran with 15+ years experience, emphasizes how condensed innovation cycles impact product feedback loops and release cycle times. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Make Customers Business Development Partners - Geoff Hamm

In Chapter 14 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm highlights how innovative industries create opportunities for customers to become new business development partners. Unproven technology products serving new markets offers existing clients - in Hamm's case brands and agencies - to participate in the business development process. Hamm compares current online advertising client business development partnerships to how Proctor & Gamble participated in the television advertising industry development during the 1950s. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How to Prepare for a Senior Executive Sales Presentation - Geoff Hamm

In Chapter 15 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm offers advice on what matters most when giving a sales presentation to senior level executives. Preparation, fortitude, originality, are key, as is having a clear understanding of the client's business. This research contributes to the relationship and trust building elements fundamental to winning business. He notes these potential clients see 100s of sales presentations and Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.

How Video In-Game Advertisting Sales Teaches Creative Selling - Geoff Hamm

In Chapter 16 of 16 of his 2010 Capture Your Flag interview with host Erik Michielsen, online media sales executive Geoff Hamm learns to sell more creatively working at Electronic Arts and selling in-game advertising (IGA) to marketers and agencies. Hamm supports client goals by balancing between creating new ways to support brand marketing initiatives and applying his experience working in data-focused online advertising. Hamm graduated from the University of Illinois - http://illinois.edu/ - and is now SVP of Sales at at Scribd http://www.scribd.com/ in Silicon Valley. Previously he held online sales management positions at Electronic Arts, Yahoo!, Orbitz, IAC, and Excite.