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Sunset Boulevard
by Erwin Ephron
Best practice, even when no longer best, has a fantasy life of its own. The TV upfront is no exception.
Avoiding Very Common Stalls
by Timothy F. Bednarz, PhD, American Management Development Group
Power Strategies for Distribution Salespeople
by Dave Kahle, The Growth Coach®
Advertising That Works
by Herb Gross, President, Herb Gross & Company, Inc.
One of the biggest challenges facing businesses is knowing how to make their advertising dollars produce better results. The problem is that many of today's ad agencies prefer to produce creative or amusing ads and win awards rather than deliver sales performance.
Concentrate on Outcomes... Not Activities
by Timothy F. Bednarz, PhD, American Management Development Group

Creativity Sells
by Timothy F. Bednarz, PhD, American Management Development Group
Is it Time to Concentrate on Sales Productivity?
by Dave Kahle, The Growth Coach®
Critical Moments of Truth
by Timothy F. Bednarz, PhD, American Management Development Group
In Praise of E-Mail
by Jim Sterne, Target Marketing of Santa Barbara
E-mail is so simple -- and, at this point in the Internet's evolution, so familiar -- that you might be tempted to take it for granted. Don't. When deployed correctly, E-mail remains one of the most effective weapons in the marketer's arsenal.
A Cure for the Cold Calling Blues
by Timothy F. Bednarz, PhD, American Management Development Group
How do you currently approach cold calling? With enthusiasm or total fear?
The Customer's Point of View
by Timothy F. Bednarz, PhD, American Management Development Group
The Feedback Loop Gap
by Jim Sterne, Target Marketing of Santa Barbara
Mountains of data are collected in your server logs every day. The assumption is that this information is generated to help you determine how well you're doing. Nice thought, but not the case.
Defining the Sales Skills Required to Build Long Term Relationships
by Timothy F. Bednarz, PhD, American Management Development Group
Doing What Matters On The Home Page
by Jim Sterne, Target Marketing of Santa Barbara
Designing a fabulous home page is incredibly simple. So how come hardly anybody does it well?
House Odds
by Erwin Ephron
The Upfront is not an open market. In an open market, buyers know the market price. In the upfront, advertisers know only their own price. And that
Defusing the Angry Customer
by Timothy F. Bednarz, PhD, American Management Development Group
The 3Cs of Critical Web Use: Collect, Compare, Choose
by Jakob Nielson, Ph.D.
The three Cs, collect, compare, and choose, describe most of the Web's critical use. As a result, we should make sure to include test tasks that address these issues when we plan usability studies of websites.
Brand Yourself and Win More Business™
by Dave Stein, CEO, ES Research Group
A number of the very successful sales reps that I coach have a strategy for winning that is worth considering. They do what entertainers, sports figures, and politicians do-they brand themselves.
Directing the Prospect
by Timothy F. Bednarz, PhD, American Management Development Group
10 Fundamentals for Improving Website Performance
by Greg Marta, V.P. Sales, Kurani Multimedia
If you're involved or in any way responsible for your corporate website chances are you're starting to hear clamor about actually producing results. Long gone are the days when you can put your website up and just be glad that it's there. Your competition is hungry and actively seeking new and innovative ways to beat you and you've sunk too much money in it over the past several years just to be content that it's there and it looks nice enough.
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