NEW Strategies for tighter times The Right Marketing and Sales Messages for Today’s Customers NEW It’s time to get the message Why Your Customers Will Never be the Same NEW Ten Strategies for Outsmarting the Competition NEW How to raise havoc and not even know it The Nine Biggest Business Busters • The New Marketing Mix: Where will you meet your customers? • The Seven Strategies of the Highly Effective Salesperson • Twenty-Two Do’s and Don’ts That Make a Definite Difference in Business • Making Marketing Work––For a Change • A Guide to Marketing and Sales Success in 2008 • Why Salespeople Don’t Make More Sales (and how to turn it around) • The Internet and the arrival of the citizen marketer • Eighteen Ways to Make Sure You Lose the Sale • The iPod as Business Model What does the iPod have to do with business? Just about everything. • Demystifying Marketing Or What makes it work? • When the Sales Mentality Meets the Buyer Mindset • Sending customers their message You May Reach Out But Will You Touch Someone? • “Do it my way or die” Making the Sale to Your Only Customer • How to Profit from Customer Buying-Cycle Basics • Getting the CEO to Get Marketing • Why would any company use direct mail today? • Where’s the target? Opening new markets • How to Get More Than You Expect in 2006 • How to Do Referrals the Right Way • Dealing with the New World of Sales The story of Desperate Salespeople • Marketing and Sales Strategy Seven Ways to Differentiate Your Product or Company That Make a Difference––to the Customer • Six Momentous Marketing and Sales Opportunities • The Seven Deadly Sins of Marketing • It does make a difference … Is it sales and marketing or marketing and sales? • Sixteen Ways to Increase Your Sales Practical, put-‘em-to-work-now ideas for building sales • The High Cost of Failing to Market • How to shoot straight but miss the target “We’d like to do business with you but you don’t have experience in our industry.” • It’s a continuous flow of leads that produces sales Constructing a Prospect Pipeline • Powerful Marketing Strategies That Produce Sales • It's easier than you think How to get it wrong in business • Getting ahead in the head game How mental images shape sales performance • Ask the right questions before taking any sales job • Twelve ways to make a better presentation than anyone else • Bogus business ideas Popular ideas that raise havoc • Sixteen ways to win big at botching marketing and sales • Ten ways to push your company forward—by doing it backwards • How to make sure you have a continuous supply It's time to stop wasting customers • It's changed the way we think and behave Who do we thank (and curse) for email? • Eight ways to evaluate results What should a customer expect from its marketing program? • Whether we like it or not, the facts don't count First impressions are the last thing a company wants to forget • Getting it wrong is easy How to get marketing right • "We can turn it around—or can we?" Mistakes companies make when hitting a hurdle • Thirteen great ways to kill your company's marketing • Getting ahead It's what you don't do that will make the difference • The marketing challenge Making sales by making customers • Is it surprising that so many marketing and sales initiatives fail? • The sales career cycle Staying on top of the game • Marketing-driven fits the times Sales-driven just doesn't do it anymore • How to sell more when others are selling less • Marketing and sales Ten danger signs of short-term thinking • Words that betray our true motives Talking our way out of sales • A profile of behaviors How to recognize the right salesperson • Think like a customer—or lose the sale • The tired company syndrome • Making marketing, sales and management work How to get your company where you want it • Making a winning presentation or how to think like a listener • What we say can determine our destiny The future of your job may be in a word • Essentials of marketing Ten Reasons Why Marketing Fails • Outsourcing a Company’s Marketing A better way to meet competitive challenges