It seems to be a dominant philosophy among many managers that the mark of a great sales person is the size of their Rolodex. I call this “Rolodex Marketing.” The logic flows along the lines of: (1) Salespeople create and manage customer relationships to drive profitable transactions. (2) The more relationships salespeople already have, the…

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If corporate web sites are communication tools that can influence decisions and encourage positive actions, how can they drive actions? In this conclusion of the new venture web site series, we will explore the more difficult aspect of web sites RESULTS. I have spoken at length about influencers, connotations, reinforcement of marketing messages, and creating…

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Corporate web sites are communication tools that can influence decisions and encourage positive actions. In this fifth in a series discussing the content of new venture web sites, we will explore a number of sites in discussing the issues of the final audience prospective employees. Tomorrow, I will provide the concluding chapter – Driving Action.…

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Corporate web sites are communication tools that can influence decisions and encourage positive actions. In this fourth of a five part series discussing the content of new venture web sites, we will explore Novarra’s site, www.novarra.com, and some of the issues surrounding partnership management. (For a discussion of formal partnerships, visit Curt Sahakian partneringagreements.com site.)…

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Corporate web sites are communication tools that can influence decisions and encourage positive actions. In this third part of a five part series discussing the content of new venture web sites, we will explore Itron’s new site, www.itron.com, with an eye to how it speaks to potential customers. Itron is not a Chicago firm but…

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Corporate web sites are communication tools that can influence decisions and encourage positive actions. In this second part of a five part series discussing the content of new venture web sites, we will explore Neogration’s new site, www.neogration.com, with an eye to how it speaks to the investment community. Even if the new venture is…

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As new ventures get off the ground, one of the early tasks they need to accomplish is create their corporate web site. The corporate web site has become right of passage for new ventures. Even when the kitchen table doubles as the corporate office, people can tell the world that they are a bona fide…

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