This presentation utilizes the famous TV series Mad Men as inspiration and highlights 4 sales related no-no's as derived from the hit series.

1. AAyuja © 2013
Disclaimer: This presentation and the information provided here is indicative in nature and
should not be treated as views of the organization.
4 Sales Don’ts from Mad Men
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Meet Goals, Beat Competition, Exceed Expectations
*Via Acting for Sales

2. AAyuja Internal and Confidential © 2012
Don’t humiliate the competition.
By saying negative things about your
competitors, rejoicing in their losses or
drawing undue attention to their mistakes.
Keep the focus on yourself. Maintain your
integrity by acknowledging both your
competitor’s strengths and keeping their
weaknesses in perspective. You’ll earn more
in trust and respect than you ever will by
throwing your competitor.
1
When Sterling Cooper ran a help-wanted ad in the Times in order to call
negative attention to Y&R’s poor treatment of minorities, they were called
on their bluff and forced to hire a new (minority) secretary to save face. A
risky and costly mistake for a firm that is barely making payroll.

3. AAyuja Internal and Confidential © 2012
Check your ego at the door.
Using clients as pawns in a power struggle to
stroke needy egos is behavior most businesses
and salespeople can’t afford to indulge in.
It’s more important than ever to show a
united front to clients. Are things always fair?
No. Take the long view. Next time you’ll get
the bigger piece of cake, or office or I-pad.
2
Sure a little internal competition can be good for business but when Pete
Campbell and Roger Sterling play a cat and mouse game to determine who
is more important, who needs the bigger office and who should meet with
clients, they waste valuable time and resources pounding on their own
chests.

4. AAyuja Internal and Confidential © 2012
You can show a client a dancing
bean, but don’t expect them to bite.
Pushing a client to take a leap that is
significantly outside of their comfort zone is
best done in small steps. It requires knowing
their history (what have they been doing?)
performing discovery (what are the
boundaries of their comfort zone?) and
building a solid case to advance while
addressing risks along the way.
3
Hard-working creative Peggy Olson shows off a cutting-edge campaign for Heinz in
which the beans seem to “dance” in space. She is quickly cut off by the client who
reminds her that kidney beans are slimy, organ-shaped vegetables that no one wants to
see. When Don Draper sides with the client, Peggy is miffed. Has Don lost his edge?
Maybe. But we think more likely he is learning to pick his battles!

5. AAyuja Internal and Confidential © 2012
And finally, don’t drink at office
parties.
At least in the sixties what happened in the
office stayed at the office. Now there are a
hundred new reasons not to make a fool out
of yourself at business parties (camera
phones, Facebook, twitter, etc.) and yet the
news is full of stories about people getting
canned or at the very least, embarrassed after
being memorialized at the office party
engaged in distinctly un-business-like
behavior.
4
Or at least, know your limit and stick to it. Lest you end up telling off your boss
(Peggy Olson) or doing a sexy song and dance for the boss in a French accent
(the new Mrs. Draper).