Don’t qualify, disqualify

Good article all the way around but pay close attention to point #3 if you have a telesales or appointment setting component in your lead generation program.
“A good sales script is essential. It should contain four elements. Start with who you are (first and last name) and where you are from (your company). Then explain […]

Don’t sweat marketing measurement

Any marketing measurement system based solely on circulation, clicks, impressions, advertising equivalency or whatever is flawed.
The only measurement that matters is measurement that truly shows how effective you are at reaching your customers.
Traditional B2B marketing measurement is especially tough because anything you do impacts everything else you do. How does your PR impact your […]

The Intersection of Marketing and IT

I must say that the author of this article is really amazing
http://www.biztechmagazine.com/article.asp?item_id=410

Beyond Security Finalist for the “Red Herring 100 Global” Awards 2007

Northbrook, IL, November 29, 2007 - Red Herring Magazine announced today that Beyond Security, represented and distributed in the United States by Beyond-IP LLC, has been short listed for the Red Herring 100 Global 2007 Awards.
Beyond-IP, which offers remote, deployed, distributed wireless and application level scanning, is the first company to provide a scanning […]

Marketing is a habit

Ashley Poynter and I wrote this article…
Marketing is a Habit. Just like exercise, eating healthy or smoking, marketing is a habit.
People adopt habits by choice or by accident, but generally, the more complex the habit, the more on-purpose it is formed. Avid runners get into a running habit usually by setting aside a […]

Lessons Learned - When a Buying Group, Industry Association Makes Sense

An industry-specific association, buying group or consortium can provide many immediate and long-term benefits. These range from industry education and networking opportunities to focused advocacy among government agencies.
The manufacturing market in the Midwest, which is among the most diverse in the U.S., enjoys a comparably diverse collection of associations and buying groups that […]

what is your monopoly?

This post is short and to the point. It is a worthwhile read.
What is your monopoly?
Xerox sales training basically can be summed in in a few words: Find your monopoly. This is my summarization, not theirs, but I think it speaks volumes. Every premium priced product has more options then a standard priced […]

Lessons Learned: When a buying group or industry association makes sense for a manufacturer

By Ben Bradley & Pete Wiltjer
An industry-specific association, buying group or consortium can provide many immediate and long-term benefits, ranging from industry education and networking opportunities to focused advocacy among state and federal government agencies.
The manufacturing market in the Midwest, among the most diverse in the U.S., enjoys a comparably diverse collection of associations […]

Transferring American Military Values to Iraq

Found this article here: http://netwmd.com/blog/2007/10/05/1985
October 5, 2007, 9:32 am
by William Bache*
The President of the United States expressed his desire to build a democratic Iraq that could serve as an example to the rest of the Arab and Islamic nations. The American military was the instrument chosen to build an Iraqi security structure that could fight […]

“Trust makes the phone ring” live on http://www.echannelline.com

http://www.echannelline.com/usa/story.cfm?item=22447

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