DOS AND DONTS: ADVERTISING IN AN ECONOMIC DOWNTURN by Richard Barry Advertisers reactions to negative economic circumstances vary; some increase their bud...

Focus on attracting customers not making sales.
With effusive CEO testimonials and countless articles and books describing how companies have transformed themselves into tightly focused, totally energized commerce machines, it would seem that change should be easy. But let’s face it: If it were simple, there’d be more of it. Even when the evidence for change is compelling, most companies continue to cling to the known and the familiar.

STRATEGIC VS. TACTICAL COMPETITIVE INTELLIGENCE by Patricia Berry Any information about a competitor is i...

THE CONCEPT OF SHARING IN MENTORING AND MARKETING by Jack Burke When writing an article for IMMS subscribers, I often feel like I'm preaching to the choir. ...

The growth of E-commerce is driving a fundamental change in selling mentality.
E-commerce changes selling. Driven by E-commerce, a fundamental and far-reaching change is taking place in professional selling. The salesperson who’s emerging might well be known as a “customer evangelist.”
Apple Computer and other companies employ evangelists as enthusiastic representatives of their best interests. Taking that imagery a step further, customers will enjoy the benefits of doing business with a new type of sales rep.

When it comes to marketing, all too many agents are sinners. Many agents focus on the single client or prospect...

THE BIGGEST JOB IN BUSINESS TODAY: TURNING THE TIDE IN YOUR FAVOR by John Graham Even the most self-assured and stoic among us feels the intensity of the times. The economic recovery seem...