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October | 2013 | Ed Marino
http://www.edmarino.com/2013/10
Monthly Archives: October 2013. You are browsing the site archives by month. Laws of Marketing: Do They Exist? The Answer is Yes. A number of years ago, I was introduced to a short, pithy book. The 22 Immutable Laws of Marketing by Ries and Trout. Which is possibly the best marketing book of all time. Why go into this on a blog dedicated to C-Level Priorities? Here is a synopsis of the first two of the 22 Laws:. The Law of Leadership- It’s better to be first than it is to be better. Now we had to impleme...
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The Sales Audit: Measuring and Improving Sales Effectiveness | Ed Marino
http://www.edmarino.com/2013/06/the-sales-audit
The Sales Audit: Measuring and Improving Sales Effectiveness. But what about sales. After all, it’s what drives the top-line… a very high C-Level priority. The reality is that not enough companies audit their sales operation. In the way they do other major processes driving the company. Sales is a process, and as a process it has to be set up for high performance. Unfortunately, even if it has been set up well, it can drift and inefficiencies can result. The audit itself involves pulling together and qua...
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Sustainable Business Growth: The Sales-Engine-Model | Ed Marino
http://www.edmarino.com/2013/05/sustainable-business-growth-sales-engine-model
Sustainable Business Growth: The Sales-Engine-Model. The classic “database centered” sales engine has 3-parts. Where inbound and outbound marketing activities generate leads through marketing communications programs, or even through “cold-calling” using all available channels. That contains the target market database for the product or services. That is used to manage the sales process once a “lead” is generated. While there are always many variations on the sales-engine theme to accommodate the uniquene...
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July | 2013 | Ed Marino
http://www.edmarino.com/2013/07
Monthly Archives: July 2013. You are browsing the site archives by month. Tone at the Top: More Than an Accounting Term. 8220;Tone at the top” is a term that originated in the field of accounting and is used to describe an organization’s general ethical climate, as established by its board of directors, audit committee, and senior management. Having a strong tone at the top is believed by business ethics experts to help prevent fraud and other unethical practices. ( Wikipedia. Often times you can walk in...
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May | 2013 | Ed Marino
http://www.edmarino.com/2013/05
Monthly Archives: May 2013. You are browsing the site archives by month. Sustainable Business Growth: The Sales-Engine-Model. The classic “database centered” sales engine has 3-parts. Where inbound and outbound marketing activities generate leads through marketing communications programs, or even through “cold-calling” using all available channels. That contains the target market database for the product or services. That is used to manage the sales process once a “lead” is generated. While there are alw...
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June | 2013 | Ed Marino
http://www.edmarino.com/2013/06
Monthly Archives: June 2013. You are browsing the site archives by month. The Sales Audit: Measuring and Improving Sales Effectiveness. But what about sales. After all, it’s what drives the top-line… a very high C-Level priority. The reality is that not enough companies audit their sales operation. In the way they do other major processes driving the company. Let’s take a look at a direct selling organization and examine what the audit process might be like…. The audit itself involves pulling together an...
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Market Focus: Get It and Keep It | Ed Marino
http://www.edmarino.com/2013/05/market-focus-get-it-and-keep-it
Market Focus: Get It and Keep It. Market Focus is about knowing, listening and responding to the customer. It’s about understanding the trends shaping the market. Without it, companies can easily drift into a more internal focus over time. The good news is that Market Focus can be learned or relearned within an organization that has the right C-Level leadership. Why is this important? The General Manager leading the turnaround sent a team on the road to talk face-to-face with customers to find out what t...
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Ed Marino | Ed Marino
http://www.edmarino.com/author/edmarino
Author Archives: Ed Marino. With more than 30 years of experience, Ed Marino specializes in helping companies overcome major business challenges. Laws of Marketing: Do They Exist? The Answer is Yes. A number of years ago, I was introduced to a short, pithy book. The 22 Immutable Laws of Marketing by Ries and Trout. Which is possibly the best marketing book of all time. Why go into this on a blog dedicated to C-Level Priorities? Here is a synopsis of the first two of the 22 Laws:. Now we had to implement&...
edmarino.com
Laws of Marketing: Do They Exist? | Ed Marino
http://www.edmarino.com/2013/10/laws-of-marketing-do-they-exist
Laws of Marketing: Do They Exist? The Answer is Yes. A number of years ago, I was introduced to a short, pithy book. The 22 Immutable Laws of Marketing by Ries and Trout. Which is possibly the best marketing book of all time. Why go into this on a blog dedicated to C-Level Priorities? Here is a synopsis of the first two of the 22 Laws:. The Law of Leadership- It’s better to be first than it is to be better. Now we had to implement. It was first necessary to get everyone in the company aligned around ...
edmarino.com
April | 2013 | Ed Marino
http://www.edmarino.com/2013/04
Monthly Archives: April 2013. You are browsing the site archives by month. Turn It Up… Not Just Around. In early 2002, I took over as CEO of a technology business that was in trouble. The company was losing money, running low on cash and performing way out of covenant with the banking group. There was no time to waste. We had a triage situation on our hands and had to stop the bleeding…. Not just turn it around. Analysis, Actions and Results. Just as the chart below indicates:. My colleague at Dock Square.
