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Sales & Marketing
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Local flavor
How David Scrivano pushes decision-making down to the customer level at Little Caesars
Ten years ago, Little Caesars was a marketing force on the national stage. The company flexed its marketing muscle with national TV comm
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Trash talk
How Rumpke Consolidated fights waste industry stereotypes with smart PR
Bill Rumpke Sr. has just come away from a zoning board meeting where a proposal for an expansion of his company’s landfill in Colerain To...
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Cold calling versus phone sales
How to close deals using the phone and pounding the shoe leather
Salespeople are supposed to sell. That is the bottom line. Period. Great salespeople are always on top of their game. That really comes down to two ...
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Direct effect
Pat Corpora drives the marketing machine at HCI Direct, known for its signature Silkies brand.
When a Silkies "target" checks her mailbox and sifts through the bills and advertisements, Pat Corpora hopes she sets eyes on his tempting offer first...
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Battle-ready
Do you ensure that the members of your sales staff give you their all every day?
Why do we complicate things that are so simple? Blocking and tackling is still blocking and tackling. To be good at anything requires a lot of practic...
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Batteries not included
Six rules to ensure your company's sales success
When I started my sales career at Xerox Corp., I was taught a few things that have stayed with me for 27 years. These basic principles allowed me to b...
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The director's cut
After Lean Cuisine and Fred Segal committed to joining forces at Sundance, the two companies began to discuss other ways to team up at the festival to...
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The skinny on Lean Cuisine
How a local company collaborated with a West Coast spa and a celebrity-packed film festival to launch its brand.
Sometimes a promotional campaign takes on a dynamic life of its own, as when Brett White and his team prepared to launch a new product line at the Sun...
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