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- Effective Marketing Using White PapersThe Steak Behind The Sizzle: Effective Marketing Using White Papers
- White papers offer unique value to potential customers by providing unbiased information and analysis regarding a business problem that they may be facing. Decision-makers are more likely to read a high-quality white paper in detail than a brochure that simply pitches a product's features and benefits, even if the white...
- White papers 2003-01-01
- Competitive Information and Sales Guides: What Sales Forces Need to Win
- Sales guides often paint a too-rosy view of the company's competitive position, or contain insufficient and/or outdated competitive information. Find out how such competitive information sets up a sales force to lose, what sales people need to win, and how to package information in ways that one's sales force finds...
- White papers 2004-02-05
- Top Six Sales Guide Mistakes
- Most companies spend their marketing budgets generating market awareness, but precious little equipping their sales force with the knowledge to sell.a good and in today's economy, selling is anything but easy.That's why developing effective sales guides is so critical. A good sales guide educates your sales force on how to...
- White papers 2003-01-01
- Creating White Papers That Drive Sales
- Too often, white papers are disconnected from real-world sales contexts and inadvertently address topics that neither sales people nor prospective buyers find useful. The key to narrowing the sales focus is to understand how one's particular audience defines and measures value. Find out how to ensure that one's next white...
- White papers 2004-02-05
- Six Common Sales Guide Mistakes
- Most companies spend their marketing budgets generating market awareness, but very little equipping their sales force with the knowledge to sell. Effective sales guides are a critical tool in today's economy. Learn about the most common sales guide mistakes and how to avoid them.
- White papers 2004-02-05
- Effective Sales Presentations: Advancing The Sales Cycle
- Effective sales presentations are at the core of a successful sales cycle, yet many presentations miss the mark in terms of appropriate content and flow. While presentation skills contribute to the success or failure of a sales presentation, presentation effectiveness also hinges on the value of the message and the...
- White papers 2004-02-05
- Effective Sales Presentations: Advancing The Software Sales Cycle
- From the executive summary: ‘Effective sales presentations are at the core of a successful sales cycle, yet many presentations miss the mark in terms of appropriate content and flow. While presentation skills contribute to the success of a sales presentation, presentation effectiveness also hinges on the value of the message...
- White papers 2003-01-01
- The Steak Behind the Sizzle: Effective Marketing Using White Papers
- Companies that sell complex technology products and services face different marketing challenges than those selling easy-to-understand commodities. Sometimes the features and benefits of a company's offerings are too complex to be readily apparent at first glance. White papers can be an effective way to educate potential customers on the merits...
- White papers 2003-01-23
Additional Resources
- Hoffman Names Leaders and Managers - company personnel changes - Brief Article
- Hoffman, Anoka, MN, has appointed Marty Pint to VP of sales and marketing for Hoffman Enclosures. He will be responsible for marketing the company's products and for the functional support of North and South American sales and marketing, including segment management, product management and marketing communications. Curt Steichen has...
- Research articles 2001-09-22
- Federation's Fresh Faces
- Jewish Exponent 02-13-1997 Federation's Fresh Faces. RHONDA HOFFMAN Special to the Jewish Exponent Odessa-born Alex Stroker is fluent not only in Russian, but in the language of marketing. Stroker, the newest addition to the Marketing and Communications Department...
- Research articles 1997-02-13
- Long Island law firms announce staffing changes: June 2, 2006
- The Garden City firm of Jaspan Schlesinger Hoffman named Chris J. Coshchignano, Oyster Bay town councilman, a partner in the firm. He will focus on real estate, land use and zoning, municipal defense litigation and business law. The Mineola firm of Bellavia Gentile & Associates named Adam B....
- Research articles 2006-06-02
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