AVOIDING COSTLY MARKETING MISTAKES by Stephen Anderson You can no longer sit back and wait for business to come to you. That's the sure route to becoming a victim of the ch...

DOING THE DEAL: A FOUR-STEP PROCESS by Rob Ekern This systematic sales approach works! Take the last deal you did: How many d...

It's one of the oldest jokes in the world: How do you get to Carnegie Hall? The answer: Practice!. The punch line is obvious; however, so...

Recently, I came across an interesting column in a national marketing publication. The writer indicated that marketing programs don't perform well because of 'business marketers' dogmatic belief that 'selling is the only form of marketing I need to do.''
This is an amazing statement because our experience at Graham Communications is quite different. As we see it, the problem is failing to achieve the benefits of marketing because the emphasis is always on sell, sell, sell.

SIX STEPS TO OUTSELL THE COMPETITION By Richard Barry All the little things you do can add up to make a big difference. Thats the point made in this document by Richard Barr...

The preceding article examined five common agency marketing mistakes, together with remedies for these errors. This second in a two-part series by John Graham provides a list of five more mistakes and the reality checks that can overcome them.

Mistake #6. Failure to base decisions on fact. Marketing isn't about what you want to sell; it's about what someone wants to buy.

THE GENESIS OF MARKETING by Jack Burke 'In the beginning . . .' there was an idea. Then came the plan. Unfortunately, when it comes to marketing, the action often comes b...

WHAT IS TARGET MARKETING? by Thomas M. Maher The beat goes on. Yes, target marketing is still up there near the top of the corporate charts. But, according to an ...

WHY IS SELLING SO HARD? by Michael Lovas Actually, its not. The problem is that because many financial advisors and producers dont understand the process, they make it hard ...