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Popcorn and Other Marketing Mistakes In a Changing Economy
by Dave Kahle, The Growth Coach®
Like kernels of popcorn, they frantically chase lots of good ideas hoping that one will be the answer to the marketing problems. The problem is that these good ideas rarely have any relationship to one another.
Monitoring Lost Sales
by Timothy F. Bednarz, PhD, American Management Development Group
Myopic Selling
by Timothy F. Bednarz, PhD, American Management Development Group
Stepping Stones to Better Negotiating
by Timothy F. Bednarz, PhD, American Management Development Group
Using Bullet Points and Lists
by Catherine S. Hibbard, Business Writing Expert, Cypress Media Group
Bullet points are a popular tool when writing e-mails, memos, and letters. Business writers know they draw attention to important information. Readers like bullet points because they are visually appealing and make it easy to quickly find pertinent information.
Networking Your Way to New Sales
by Timothy F. Bednarz, PhD, American Management Development Group
Do you graciously probe the interests and concerns of others, sensing the magic moment of connecting which is the beginning of a relationship that has the potential of changing your life for the better?
New Business Development is Crucial to Your Success
by Timothy F. Bednarz, PhD, American Management Development Group

Before You Complete Your Next Proposal...
by Timothy F. Bednarz, PhD, American Management Development Group
Wish lists for B2B marketing and sales
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
I wish that CEOs and CFOs would approve marketing budgets based on the percentage of the forecasted sales revenue, rather than the percentage of last year's revenue. Marketing is an investment in the company's future sales. It shouldn't be based on past results. Especially if last year's sales were down.
Observing the Prospect
by Timothy F. Bednarz, PhD, American Management Development Group
Paying Attention to Your Customer is Good Business
by Timothy F. Bednarz, PhD, American Management Development Group

The Payoff Question
by Timothy F. Bednarz, PhD, American Management Development Group
People Buy From People They Like
by Timothy F. Bednarz, PhD, American Management Development Group

Alternatives to handling responses to marketing programs in-house
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
Is there an alternative to handling them in-house? Fortunately, there is. The answer is to hire one of the high-tech response management service companies that assist business marketers with inquiry handling or sales lead management. Today's response management/inquiry handling/sales lead management/contact management services.
Check Your People Skills
by Timothy F. Bednarz, PhD, American Management Development Group
Clean up your sales & marketing database
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
It can be a big waste of money and time to market to someone who isn't there to receive your message. It can also be costly to keep mailing or calling contacts who are not interested in what you have to offer.
Post Sales Call Critiques
by Timothy F. Bednarz, PhD, American Management Development Group
The Power of the Gatekeeper
by Timothy F. Bednarz, PhD, American Management Development Group

What percentage of your business-to-business marketing communications budget should be spent on database marketing?
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
Most b-to-b marketers appear to spend 90-95% of their budget on image, awareness and lead generation, and only 5-10% on database marketing. I think this budgeting approach is dead wrong.
Power of the Testimonial
by Timothy F. Bednarz, PhD, American Management Development Group
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