Sales, Marketing, & Entrepreneurship

Market Strategy

The Undefeated, Undisputed King of Smartphones
James T. Berger, Managing Editor, August 2010
Lessons from a Legend
A Tribute to Ted Levitt
James T. Berger, Managing Editor, July 2010
Nurturing Relationships More Important Than Ever
James T. Berger, Managing Editor, January 2010
The New Emerging Media Skill Set of the Generation X Chief Marketing Officer
David Dalka, December 2009
Marketers May Find Gold on the Old Brand Junk Heap
James T. Berger, Managing Editor, October 2009
Trying to Put the Toothpaste Back Into the Tube
James T. Berger, Managing Editor, August 2009
Profiting with the Post Recession Customer
Tim Smith, PhD, Chief Editor, August 2009
Multicultural Marketing: A Misunderstood Concept and Untapped Business Strategy
Loida Rosario, June 2009
Is Starbucks in an Existential Wilderness?
Tim Smith, PhD, Chief Editor, April 2009
Special Guest Author Angela Hribar, Chief Sales and Marketing Officer of GlobalSpec, Inc.
Special Guest Author Angela Hribar, Chief Sales and Marketing Officer of GlobalSpec, Inc., January 2009
OPEC Loss is Grocers’ Gain: Precima National Survey Shows Grocery Store Is Most Likely Place for Americans to Spend Savings from the Pump
Precima, January 2009
Sales Versus Marketing: Vive la difference
Tim Smith, PhD, Chief Editor, April 2008
Wake Up and Smell the Coffee!
Special Guest Authors Robert Passikoff, PhD and Amy Shea, February 2008
Don’t Fall Into the “Commodity” Trap
James T. Berger, Managing Editor, February 2008
Insight from a Marketing Master
James T. Berger, Managing Editor, November 2007
The Case for Strategic Product Marketing
Special Guest Author Dave Morse, August 2007
The Perils of Using the Internet for Surveys
James T. Berger, Managing Editor, July 2007
The Difficulty of Developing Profitable and Unique Sales Promotions
James T. Berger, Managing Editor, June 2007
A New Way to Segment B-T-B Markets – Put Your Product to Work
James T. Berger, Managing Editor, May 2007
Don’t Segment Markets – “Hire” the Product
James T. Berger, Managing Editor, March 2007
The “iPhone” Brouhaha
James T. Berger, Managing Editor, February 2007
Integrated Marketing Environment Putting New Pressure on Sales Management
James T. Berger, Managing Editor, September 2006
Are You in a Hawk, Seagull, or Mouse Market?
Tim Smith, PhD, Chief Editor, May 2006
Underdogs Achieve When Strategy Aligns with Market Needs
Tim Smith, PhD, Chief Editor, March 2006
Creating “Monopolies” from Customer Value Propositions
James T. Berger, Managing Editor, March 2006
Peeling the Customer Loyalty Onion
James T. Berger, Managing Editor, February 2006
The Customer Loyalty Paradigm Is Ready for Main Street
Tim Smith, PhD, Chief Editor, February 2006
Thoughts on Relationship Marketing
James T. Berger, Managing Editor, January 2006
What’s In a Name?
James T. Berger, Managing Editor, August 2005
Branding in Business Markets
Tim Smith, PhD, Chief Editor, August 2005
Converting Productivity to Profitability
James T. Berger, Managing Editor, June 2005
Dollarizing Effectiveness in Sales & Marketing
Tim Smith, PhD, Chief Editor, June 2005
Optimal Sales & Marketing Expenditures
Tim Smith, PhD, Chief Editor, June 2005
10 Easy Ways to Lose a Customer
James T. Berger, Managing Editor, April 2005
The Decline and Fall of the AT&T empire
— Marketing Myopia Revisited

James T. Berger, March 2005
Information Intermediary Market
Tim Smith, PhD, Chief Editor, October 2004
Information Flows in Consumer vs. Business Markets
Tim Smith, PhD, Chief Editor, September 2004
Size Counts
Tim Smith, PhD, Chief Editor, September 2004
Delineating the Differences
Tim Smith, PhD, Chief Editor, September 2004
High Five of Direct Mail
Lewis R. Elin, June 2004
Valuing Direct Mail
Tim Smith, PhD, Chief Editor, June 2004
Merge with Similarly Market Focused Companies – Marimba
Quick Take on What Drives Success, June 2004
SPL Takes First Step in Acquisition Strategy
Tim Smith, PhD, Chief Editor, May 2004
Tapping Salespeople’s Market Knowledge
Tim Smith, PhD, Chief Editor, April 2004
Relevancy of Market Research in Business Markets
Tim Smith, PhD, Chief Editor, April 2004
Relationships vs. Deliverables
Tim Smith, PhD, Chief Editor, March 2004
Lodestar in Brief
Web Publisher, January 2004
CIS Industry Can Improve
Value Quantification Is Required to Sell Utility CIS Systems in the Current Environment

Tim Smith, PhD, Chief Editor, December 2003
Tantalus Emerges in AMR
Technology and Business Model Right-Sized to Compete

Tim Smith, PhD, Chief Editor, November 2003
Dialing for Dollars: Anatomy of Prospecting Calls
Tim Smith, PhD, Chief Editor, November 2003
TWACS® Attacks AMR Market
Evolved Technology for Full Requirements

Tim Smith, PhD, Chief Editor, November 2003
Leadership: In-Front of a Moving Train
Tim Smith, PhD, Chief Editor, October 2003
Helicomm Hypercompetes in M2M
Tim Smith, PhD, Chief Editor, October 2003
Co-Branding: Centuries of Stamina
Tim Smith, PhD, Chief Editor, October 2003
Illuminating the Market
Tim Smith, PhD, Chief Editor, September 2003
Breaking Taboos
Tim Smith, PhD, Chief Editor, August 2003
Performance / Execution Integrated Sales and Marketing
Tim Smith, PhD, Chief Editor, August 2003
Getting Lost on the World Wide Web
James T. Berger, Managing Editor, August 2003
The Full Contact Sport of Creating Business Customers
Tim Smith, PhD, Chief Editor, July 2003
Powering the Business: Rolodexes vs. Campaigns
Tim Smith, PhD, Chief Editor, June 2003
ADP Dealer Services Succeeds in Mature Market
Tim Smith, PhD, Chief Editor, May 2003
Relationships, even eCRM ones, are a two-way street
A. William McVey and Doug Bryan, April 2003
Closers, Industry Dynamics, and Improving Revenue
Tim Smith, PhD, Chief Editor, March 2003
Buzzbait’s Growth Challenge
Tim Smith, PhD, Chief Editor, February 2003
Valued Strategies
Tim Smith, PhD, Chief Editor, January 2003
Managing the Marketing Cycle
Tim Smith, PhD, Chief Editor, December 2002
Business Metrics: Transaction Volume
Tim Smith, PhD, Chief Editor, September 2002
Driving Repeat Business Part 5: Wrap-up and Next Steps
Tim Smith, PhD, Chief Editor, August 2002
Driving Repeat Business Part 4: Newsletters
Tim Smith, PhD, Chief Editor, August 2002
Driving Repeat Business Part 3: Customer Group Meetings
Tim Smith, PhD, Chief Editor, August 2002
Driving Repeat Business Part 2: Direct Contact Tactic
Tim Smith, PhD, Chief Editor, August 2002
Driving Repeat Business Part 1: Critical Success Factors
Tim Smith, PhD, Chief Editor, August 2002
Marketing is a Luxury?
Tim Smith, PhD, Chief Editor, August 2002
Expanding Markets: Mathew Miller of OSIsoft
Tim Smith, PhD, Chief Editor, July 2002
Repositioning Technology: Scott Davis of SmartSynch
Tim Smith, PhD, Chief Editor, July 2002
Growing in Downturns
Tim Smith, PhD, Chief Editor, June 2002
B2B Marketing?
Tim Smith, PhD, Chief Editor, June 2002
Market Segmentation: Tom Hoffman of SymplicIT
Tim Smith, PhD, Chief Editor, June 2002
Attacking Markets: Agent Based Systems, Energy Markets, and Adica
Tim Smith, PhD, Chief Editor, May 2002
Mobile Telephony and Computing: Moving Down the Product Lifecycle
Tim Smith, PhD, Chief Editor, May 2002
Customer Lifecycles
Tim Smith, PhD, Chief Editor, May 2002
Advertising, Part 2: Wheres & Hows
Tim Smith, PhD, Chief Editor, April 2002
Advertising, Part 1: Packaging Audiences and Marketing Investing
Tim Smith, PhD, Chief Editor, April 2002
Trade Shows, Part 3: Maximize the Impact
Tim Smith, PhD, Chief Editor, April 2002
Trade Shows, Part 2: A Value Model
Tim Smith, PhD, Chief Editor, April 2002
Trade Shows, Part 1: Show me the Value
Tim Smith, PhD, Chief Editor, April 2002
Talking to Markets: David Freeman at Geodesic Systems
Tim Smith, PhD, Chief Editor, April 2002