December 2010

What I Learned About Selling From…Movie Super Villains?

By Russell Riendeau, Ph.D., founder, East Wing Group, Inc.

Who’s your favorite movie villain? Dr. Evil, Dr. No, Gordon Gekko, Hannibal Lecter, Darth Vader, The Joker, Dr. Octopus, The Terminator?  Google movie villains to see the big list and pick your favorites.

The Complex Sale: Not a Transaction But a Project

By Cynthia Spraggs, Senior Manager, Sales Program Support PMO for Cisco Systems, Inc.

An international retailer faced a pressing need: to build more traffic through its doors. At first look, it might not be easy for a network solutions provider such as Cisco to help the retailer reach that goal. But solution selling includes coming up with solutions, and so we did.

The Value of Face-to-Face Marketing in a Virtual Age

By Rob Murphy, Chief Marketing Officer, MC2

The popularity of communicating virtually—whether through e-mail, instant messaging, LinkedIn, Twitter, or other social media channels—has had a significant impact on the speed at which information can be obtained.

Put the Marketing in Your Trade Shows

By Harvey Chimoff

Trade shows are one of the oldest sales and marketing tactics, and sometimes, well, the output can look a little tired. To stand out from the pack and get the results you need, make sure you apply strategic marketing discipline to drive your trade show program.

Would You Diagnose Your Own Disease?

By Shelley Hall, principal, Catalytic Management

Cut to TV commercial. Man is sitting at his kitchen table with a knife in front of him and a phone in his hand. You hear his doctor say, “Now make a two-inch incision just below the sternum.” The patient at the kitchen table asks, “Shouldn’t you be doing this?”

Guide to Online Marketing Management

By Frank Defino, Jr., vice president and managing director, Tukaiz