Knowledge, value and money in the competitive marketplace: How much should you pay (or...

It was late Sunday and I had a major problem. Early on Saturday, in a botched effort to update this company's server-based email management...
seedling istock sales

Rethinking the seller-doer (rainmaker) business model

There's increasing research (including this SMPS Foundation sponsored publication) advocating the "seller-doer" model as the best way to market professional architectural and engineering services,...
guru albert Schweitzer

Personalization or phony (or both): How do you know the difference?

This afternoon I have a scheduled phone conversation with an internationally effective marketing and sales guru. I won't prejudge the conclusion because what I...

Sales and marketing motivation and inertia: Can you tap their power?

Last night, Robert Merkley sent me an email. Hi Mark, Awesome fundraising, you have qualified for a cruise, please pick either Wednesday September 2nd or Wednesday...
victoria falls

Three ideas: What really works with construction marketing?

If you are looking for sure-fire quick answers about construction marketing, you've come to the right place. Of course, I may well be restating...

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