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Guerrilla Pioneering
Guerrillas are terrified of pioneering, knowing that it meets with solid walls of apathy, confusion and fear. Here's how they handle it gracefully.

Celebrities and the Sales Force
Here I introduce the 7th in a series of articles, The Celebrity Series, 11 articles about famous people and the analogies to the sales force.
What we Think About Sales Motivation is All Wrong
The bottom line - for your salespeople - is that everyone is different; everyone is motivated by different things and for those who are clearly motivated by money, and where you have a clear goal and focus for them, their compensation should and must be commission based. When you have people who are motivated more by recognition, awards, competition, time-off, public service, or philanthropy, your compensation program should be flexible enough to compensate them in an appropriate manner too.
Brand Immortality How Brands Can Live Long and Prosper Book Review
The British advertising community studied more than 100 brands to see which lived, which died and why.

Tale of Two Assessments - Comparing the Value
A potential client wanted to know how Objective Management Group could justify the cost of a 25 person license (unlimited assessments for one year or 25 salespeople hired for $18,000) versus a $3500 per 100 assessment price for DISC. There are several factors here but they are all worth noting. Read More
Power Tips
Everybody likes to buy, but nobody likes to be sold. Help your customer buy and you’ll rack up more sales.
4 Advanced Cold-Calling Techniques
The better you are able to define your target market and more knowledge you have about the prospect’s business, the greater your chance of success when cold calling.
SELL SMARTER; NOT HARDER: Part 4
THE PERILS OF PRODUCT LAUNCHES: Even for well-known, well-established companies, new-product launches aren't easy. From the Marketing standpoint, the most-serious mistakes are made while wearing rose-colored glasses when assessing prospects' Wants and Needs. Because you love the idea, you think everyone else will too.

Other case histories Related Articles

A HAPPY CUSTOMER CAN SELL IT FOR YOU
Use case histories to spread your story
Put It in Writing: Powerful Tools for Attracting Press Coverage
Covers the key PR tools, including story ideas, releases, bylined articles, case histories and more
9.2 Barriers to financing women entrepreneurs: Support for Growth-oriented Women Entrepreneurs in Tanzania, 2005
Although women entrepreneurs have consistently proven to be good credit risks (as a result of good repayment histories), limited access to credit for both new and growing women-owned firms is confirmed by researchers and key informants as a major constraint.
The $8 billion story/scam
In case you had any doubt that human beings are irrational creatures, driven by stories, consider the case of the gift card.

BANKRUPTCY TRUSTEES: WHO ARE THEY AND WHAT DO THEY DO?
When you file for bankruptcy, a trustee is appointed to your case to help liquidate your assets and to make sure that creditors are taken care of as much as possible. This trustee has a lot of power and rights in your bankruptcy case. Where does the trustee come from, and what rights are granted to him in your case?
Fake Job Reference Services
You may have heard about new web-based services that are offering fake work histories and references for job seekers. In tough economic times, some unemployed job seekers are taking desperate measures to make up for a spotty work history or poor references. As an employer, this means it's more important than ever that you conduct due diligence on potential employees before you hire them.

Increase Sales with Case Studies
Case studies are an excellent way to profile your target customers while demonstrating how you solved their specific business challenge. They are often used by Sales to illustrate how an organization has helped clients in a similar industry, size, or other relevant demographic. Use our downloadable Case Study Template to save time & effort with building an effective case study that can help you win more new business.
Considering Legitimate MLM Alternatives
The economy is weak right now, to say the least, and job security is a thing of the past. Therefore, it's no surprise that many today are looking for other sources of income to tide them over in case of the worst case scenario or to replace their 9-5 job as a best case scenario. While there are several multi-level marketing companies that you could try, most people today are looking for legitimate MLM alternatives.
2 Take-Aways from a MarketingSherpa Case Study
Centerbeam, a company that delivers technology infrastructure support for mid-sized businesses, was the subject of a case study by MarketingSherpa recently. You can read the case study at Lead Generation: How ignoring 16,896 companies helped improve Sales-Marketing alignment. We wish to share our thoughts on this case study with our fans.

Coaching and Coach Training in the Workplace
• How the workplace is changing from authoritarian bosses and jobs for life towards self directed learning and portfolio careers. • How the Virgin Empire was built using a coaching culture • Case histories of the implementation of coaching and coach training in the workplace. • Some facts and figures about Return On Investment. • Why companies introduce coaching. • A look into the future.

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