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Sales and Marketing

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MCLELLAN: Bad news travels fast, so move faster to get ahead


If you’ve been in business for any length of time, you have a very rare company if you haven’t felt the sharp sting of bad publicity. We’re churning out “news” 24/7, and if there’s anything …

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GITOMER: Find your golden ticket


Roald Dahl wrote “Charlie and the Chocolate Factory” in 1964. You might have seen “Willy Wonka & the Chocolate Factory,” the original movie starring Gene Wilder, or “Charlie and the Chocolate Factory,” the darker version …

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Sales improvement co-author lands in Greater Des Moines


Marylou Tyler may be an engineer and computer programmer, but her gregarious nature has always led her to the sales side of business.

Tyler, who recently moved from San Francisco to Des Moines, met Aaron …

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Casey’s reports strong first quarter improvement

Casey’s General Stores Inc. reported earnings yesterday of $1.04 per share for the first quarter of fiscal year 2012, which ended July 31.

That compares to 73 cents per share for the first quarter a …

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GITOMER: Referrals are earned


Everyone in management will tell every salesperson, “As soon as you make the sale, ask for a referral.”

This strategy is not only wrong; it also jeopardizes the future of the relationship.

REALITY: Asking for …

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MCLELLAN: Marketing lessons from the Cy-Hawk trophy


I doubt there’s a person in Iowa who hasn’t heard about the Cy-Hawk trophy uproar that caused the Iowa Corn Growers Association to rescind its new trophy design it and go back to the drawing …

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MCLELLAN: Does gender messaging still matter in marketing?


For decades, one of the core ways we refined a specific advertising audience was through segmentation, including gender. We would then craft our marketing messages based on that segmentation and our assumptions about that audience.…

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GITOMER: Send emails that work


If your emails are getting deleted or not getting returned, or you’re playing a numbers game (sending 1,000 and hoping for a few random responses), you’re probably also blaming the recipient or the Internet for …

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GITOMER: Customize your writing


I’m writing on writing. It’s the core of my success. This article is the second part of a short course on how I write for each area of my outreach.

My success is all about …

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MCLELLAN: OK, so you screwed up — here’s what to do about it


I wish it weren’t so, but it’s inevitable that we’re going to make a mistake and we’re going to have an angry customer on our hands. The good news is, it’s almost always fixable if …