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COLD TO GOLD GETTING THE MOST FROM COLD CALL SET MEETINGS
By John Doerr Like King Midas, as I was told, everything he touched turned to gold. - Joseph Simmons and Daryl McDaniels “If I could just get a meeting with my target prospects I am certain I could close five (or six or eight) out of every ten.” How many of you think the same thing? You know that when you get in front of the prospect you can wow them. Every time a lead comes into the firm and you go on the sales meeting, it's a slam dunk. Made-in-the-shade. Can of corn. You know you'll get the gig.

Poor Chicharron Vendors Expand Their Business
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Customer Loyalty Investing In Relationships
Most businesses are like African baboons – these furry fellows race through the cornfields, picking corn and stuffing it under their arm. As fast as they stuff the corn under their arm, it falls out the back, but they keep on picking and stuffing...
The Cereal King: How W.K. Kellogg Got His Start
If it were not for the ingenuity of W.K. Kellogg, the world today might never know flaked cereal. A master marketer and inventor, Kellogg revolutionized the breakfast food industry when he decided to start his own company and sell toasted corn flakes back in 1906. Today, that same company has grown to include almost 26,000 employees and earns over $11.5 billion in revenue.

Crunching the Competition: Corn Flakes Take Off
In 1906, after disagreeing with his brother about the future of their invention – toasted wheat flakes – Kellogg decided to start his own business. He left his brother’s company and created his own, calling it the Battle Creek Toasted Corn Flake Company. His first product was, as expected, corn flakes.

Lesson #1: Market Your Product as a One of a Kind
When Kellogg and his brother first came up with their idea for toasted corn flakes, it was a novel one. But at the same time, there were another 40 companies in Battle Creek, Michigan producing cold cereals. Corn flakes might have been unique, but the breakfast food industry was rapidly growing, and Kellogg knew he had to find a way to make his product stand out from the rest. He found that way through marketing.

COLD TO GOLD GETTING THE MOST FROM COLD CALL SET MEETINGS
By John Doerr Like King Midas, as I was told, everything he touched turned to gold. - Joseph Simmons and Daryl McDaniels “If I could just get a meeting with my target prospects I am certain I could close five (or six or eight) out of every ten.” How many of you think the same thing? You know that when you get in front of the prospect you can wow them. Every time a lead comes into the firm and you go on the sales meeting, it's a slam dunk. Made-in-the-shade. Can of corn. You know you'll get the gig.

Be Careful What You Wish For
Well, my friends, like the Terminator, politicians named Clinton, the ghosts from the movie Poltergeist, and that corn on the side of your big toe: I’m back. There are just some things that won’t go away. Sorry.
Celebrating National Candy Corn Day, October 30th!
Building Bridges, the monthly newsletter of Mazon Associates, Inc. focuses on candy corn and the founding family of Jelly Belly Candy Company in our October 2010 issue.
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