HOW TO KEEP YOUR SALES FROM RUNNING OUT OF GAS by John Graham Most of us have figured out that its smart to have a least a few gallons of gas in the tank at all times. Its n...

If you're thinking about what will be happening on the business scene in the future, the first step is to clear your mind of several popular misconceptions. More than ever, it will be dangerous to harbor-let alone act upon-erroneous ideas which can lead a business down the wrong road.

HOW TO SELL WHEN THE CUSTOMER IS IN CHARGE OF THE SALE by John Graham It only takes a few words to describe the dramatic change that confronts every sale...

IDEAS FOR MOVING FORWARD: PUTTING A STALLED ECONOMY BEHIND YOU by John Graham If weve learned anything over the past couple of years, its that nothing is easy. No matter wha...

IDEAS: FROM CONCEPT TO CONCRETE by Mike Manes Legend has it that about 200 B.C., Julius Caesar Bordeaux, sales manager for General Chariots Inc., arrived late for the annual sales meeting. ...

Marketing may be second-nature in large companies, but smaller firms often have a tough time implementing, managing, and monitoring an effective marketing strategy. The 'marketing director' title is often conferred on the person designated to answer requests for sales literature, or given as an afterthought to the sales manager (who thinks that marketing is just another way of spelling s-a-l-e-s).

KEEP CONTROL OF THE AGENCY UNDER CONTROL by Grace Bauer In these times, agency principals and owners are working lean. It's difficult to find good help, and agency numbers force com...

Where's your business headed this year? This article by John Graham offers recommendations on setting your priorities.

If we listen to half the politicians, everything will be coming up profits this year. They tell us to stop worrying about the economy. We're heading towards a new sunrise, they say. The other politicians paint a darker and far less optimistic picture. Where does that leave us? What are we to believe in 2004?

Salespeople, like athletes, need planning, practice, and coaching to compete — and win!

MARKETING TO BANKS: THE MGM APPROACH by Michael Manes The best definition of marketing is adapted from a quote in God's Little Instruction Book: 'If you want a glass of milk, you don't s...