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Uncovering the Value Engine Part 6: Integrate Sales and Marketing to Execute Go-to-Market Strategy
by Scott Santucci, CEO, BluePrint Marketing, LLC
This is the last in a six part series that defines the "value engine", which is the synthesis of over 10 years of research and interviews with hundreds of enterprise technology buyers and sellers.
How to Win Over the "Man in the Chair": Salesmanship, Repetition, and Direct Mail
by Ernest Nicastro, Positive Response
In a classic business-to-business print ad from the late 50's for McGraw-Hill Magazines an imposing looking executive sits in his chair.
If You Think You're In The Doldrums... You Are! Here's Six Ways To Get Your Mojo Back
by Scott Lorenz, President, Westwind Communications
Think you're in the doldrums? If you are pondering that question, then there's good chance you are!
"Use The Court of Public Opinion for Litigation Support" Says Public Relations Pro Scott Lorenz
by Scott Lorenz, President, Westwind Communications
Get The Public On Your Side When Stakes Are High
Hire a PR Firm...Before You Need One Says Publicist Scott Lorenz
by Scott Lorenz, President, Westwind Communications
How can a company or individual know if it needs to hire a public relations/marketing firm?
Persona Based Marketing: Powerful B2B Marketing Tools For Connecting With Prospects & Customers
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
Meet Bill, he's the owner and CEO of a growing, mid-sized manufacturing company. Bill is in his early 40s, wears glasses and tries his best to squeeze in an early-morning workout whenever he can.
Targeting Your B2B Lead Generation Efforts
by M. H. "Mac" McIntosh, President, Mac McIntosh Incorporated
When searching for prospects to buy your products or services, you want to find those companies who have a problem for which you have the solution.

7 Common Sales Challenges that Prevent Executive Level Access
by Jeff Thull, President & CEO, Prime Resource Group
With the complexity of today's business solutions and their far-reaching affects, more often than not senior level executives are actively involved in the process of assessing the issues and their options.
How to Double Your Sales Appointments in Half the Time; Part 4
by Jeff Hardesty, President, JDH Group, Inc.
Here are the final 3 'Sales Prospecting Errors' that lead to low sales appointment success. Find out how to avoid the 'Slippery Slope' of low sales appointment conversion ratios.
How to Double Your Sales Appointments in Half the Time; Part 3
by Jeff Hardesty, President, JDH Group, Inc.
There are 6 Major 'Sales Prospecting Errors' that lead to low sales appointment success. In this article we will discuss the ramifications and remedies of the 1st three.
How to Double Your Sales Appointments in Half the Time; Part 2
by Jeff Hardesty, President, JDH Group, Inc.
Why is 'Setting Sales Appointments' a Critical Sales Performance Competency and How Do You Build a Prospecting System to Set More Sales Appointments in Less Time?
How to Double Your Sales Appointments in Half the Time; Part 1
by Jeff Hardesty, President, JDH Group, Inc.
Sales organizations live by growth. And Sales Growth is measured by sales revenue. If you want to know how to increase sales revenue...there are only three ways to do it.
5 Tips For Writing A "Good-Looking" Sales Letter That Produces Profitable Results
by Ernest Nicastro, Positive Response
Do looks matter to you? If you're like most people...
Write On The Money: The Ten Commandments (Plus Five) Of Highly Profitable Sales Letter Writing
by Ernest Nicastro, Positive Response
Every year U.S. direct mail marketing efforts pull in hundreds of billions of dollars in sales and charitable donations.
55 Reasons To Send Out a Press Release
by Scott Lorenz, President, Westwind Communications
When should you send out a press release? You want to know my acid test? If it's newsworthy and if it's useful to the reader. It's that simple.
PyroMarketing - The Secret of Book Marketing Success
by Scott Lorenz, President, Westwind Communications
How Purpose-Driven Life and 'The Passion' Paved the Way
Media Training Critical to Book Marketing Success
by Scott Lorenz, President, Westwind Communications
Book marketing experts know that authors who get excited about landing an interview may lose sight of the goal, which is not to gain media interviews but to sell books.
Sorry, We're Out of Silver Bullets For Sales
by Dave Stein, CEO, ES Research Group
I've been in sales for a generation and I've seen a lot. That's a long time; but my mind is always open to new ideas. One thing I'm well aware of is that we're fresh out of new silver bullets.
The Bent Acronym
by Erwin Ephron
Scrambled Letters from the Internet
Manufacturing Companies Address Business Marketing Challenges With External Resources
by Norwin A. Merens, Managing Director, NM Marketing Communications
Changing economic times require that manufacturing businesses remain savvy about marketing.
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