Articles I have written for business publications about marketing and sales topics

In .PDF:

Business To Business By Phone^®: What They Hate, What They Like
Cold Call Marketing: Common Travesties v. Common Sense
Enterprise Tech Marketers Struggle in the SMB Space
How to Communicate, Differentiate, SELL!
How to Find, Land, and Keep Worthwhile Customers
How to Recruit, Hire, and Pay for BtoB Telemarketing and Telesales
Make the Right In-House or Outsource Phone Choice
“Offshoring” Marketing and Sales: Silliness v. Straight Talk
Phone Phunnies^tm: laughs and curiosities about BtoB telemarketing and telesales
Seven Imperatives for Managing BtoB Telemarketing
Telemarketers Behaving Badly; Telemarketers Behaving Wisely
10-point Phone Marketing Checkup for Lead Generation and Qualification
Ten Tips to Improve Your Phone Results
Two New Challenges: Fear and “Volleyball” Marketing

Please call for the printed edition, 800 373-3966

The Art of the Direct Marketing Conversation
Announcing the Death of Telemarketing
Answer the CRM Call
B-to-B Telemarketing
Change Your Ways in BTB Calling
Do’s and Don’ts for BTB Calls
Differentiate Between Business and Consumer Calls
E-Business? How About Some A-Business?
Expand Your Definition, Get Flexible, Make a Buck
Ending the Tyranny of Geographic Territories
Generate BTB Leads With Conversation
The Great Opportunity in Multimedia Direct Marketing
The Good and Bad of BTB Calling
Hardening of the Service Arteries
How to Recover From Failed Telemarketing
How to Communicate, Differentiate, SELL!
In B2B, The Wrong Questions Can Cost You the Sales
In Their Ear – 21 Do’s and Don’t’s
Money, Positioning, and Power
Make Integrated Marketing Take Off
Real Reps, Real Questions, real Answers
Reduce the “Mass” … Get Into Genuine Direct Marketing
Seven Phone Marketing Traps and How to Avoid Them
Six Keys to Building a Successful Business to Business Operation
Sales Strategies Self-Test
Two Ways to Improve BTB Recruiting
The Thrill of Sales, the Agony of Service
25 Profitable Actions for Converting Names Into Sales
Why We Still Need Phones
World Class, State-of-the-Art Direct Marketing Drivel

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