Constant change in today’s business environment has made running the sales organization more demanding than it has ever been. The CSO (Chief Sales Officer) is regularly challenged by new demands and priorities from the CEO, customers and peers. To stay out in front of these demands, we find that successful CSOs are continuously thinking about…

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When a marketer wants to signify that they are selling a high quality item, they can raise the price. This tactic of raising prices to signal higher quality leverages the learned consumer behavior of “you get what you pay for”. Likewise, when a marketer wants to encourage purchases, they can provide buyer discounts. This second…

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Those survivors of the Dot.Com disaster of a few years ago are now really starting to reap the rewards. Earnings from Amazon, Google, Yahoo and EBay have fulfilled the prophesies of those gurus who saw the power and potential of interactive communications. The dismal earnings reports of Amazon.com in the few years after its formation…

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(This is the FIRST in a series of articles on Search Engine Optimization [SEO]. Future articles will focus on specific mechanics and techniques for SEO.) The emergence of “Google” as the search engine behemoth and the increased utilization of the Web by an ever-increasing percentage of the consuming public has put increased pressure on Web…

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Effective sales and marketing messages resonate with customers like tuning forks resonate with guitar strings. Each excites the intended party while leaving the rest of the world untouched, and accelerates the process towards mutual satisfaction. Tune in to Resonate Tuning forks are engineered to emit a specific note. If you strike the tuning fork and…

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Robert Scoble and Shel Israel have written a unique, research driven work of art. Naked Conversations contains excerpts of hundreds of interviews about both the best practices and mistakes of corporate blogs. It is a refined read that comes from multiple and diverse perspectives and tells interesting stories of both success and failure. Important interrelated…

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