Do Cute 30 Second Elevator Pitches Work?

Published in December 20th, 2007
Posted by Michael in Networking
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I have to be honest, I don’t know the answer to this but I’d love to know your opinion.
I attend Jeff Schneider’s Sandler President’s Club. Its a sales training program and it is excellent — ask me for Jeff’s contact info if you need sales training, but I digress — anyway, at the Presidents Club [...]

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Small Business PR

Published in December 17th, 2007
Posted by Michael in Business Strategy, Communications
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My experience is that few small businesses do much in the way of PR. It is largely an afterthought and so no wonder that when they do give it a try they are not successful. To make matters worse, many small business owners are “product centric”. While it is understandable that they are excited [...]

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The Power of Niche Marketing

Published in December 9th, 2007
Posted by Michael in Marketing Strategy
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I heard a great segment on National Public Radio the other day which demonstrated in spades the value of niche marketing. It was about some folks who wanted to learn how to make a website and thought it would be funny to create a site for what they called the “Prairie Tumbleweed Farm” - a [...]

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Top Management Can Actually Help

Published in December 4th, 2007
Posted by Michael in Business Strategy, Sales
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I read an interesting article in this month’s Marketing Management. It was about a study recently published by Rodrigo Guesalaga of Emory University’s Goizueta Business School that looked at the involvement of top level management in closing sales deals.
For small companies, often the top level management is the sales manager and the finance manager and [...]

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