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Tom Szaky has often been told that he is crazy. At age 19, he dropped out of Princeton to start TerraCycle, a business revolving around selling an all-organic liquid plant food made from worm feces—and no, that's not a typo. When he first started out, he had a hard time raising capital and people often laughed him right out of the office. But thi Read More

When done right, nothing pulls in qualified sales leads like a well-targeted offer for a juicy white paper. Offers for white papers and Webinars make up the bulk of ads in Web Digest For Marketers and the solo emails sent once a week to subscribers. I see what pops, and what lays an egg. Here are best practices gleaned after watching this marke Read More

In his book, The Age Curve: How to Profit from the Coming Demographic Storm, Kenneth W. Gronbach tells a story about stopping at the top of his driveway to retrieve the mail, getting back in the car and hearing his two daughters—aged 13 and 16—excitedly ask what came for them. Both, it turned out, received direct-mail offers from their favorite cl Read More

Steve Roesler offers five practical tips for finding out how you're doin'. My favorite is number four: “Your best relationships are with people who say 'no' to you. This isn't about someone refusing to give you feedback. It's about the paradoxical dynamic that surrounds difficult news. It takes a high level of trust to say 'no' to someone. As a re Read More

Bruce Rasmussen's engaging personal tale combines forthrightness and whimsy, beginning with a marketer's definition of trust (which he claims to paraphrase): "A can trust B if B has the opportunity to rip A off - and chooses not to do so." Embedded in a story about muffins are some pretty provocative questions that Bruce asks about our own or Read More

Sex, religion, and politics are widely taught as the three topics to avoid in any relationship. Paul McCord, who writes the Sales and Management Blog, begs to differ — at least on the political front. Paul invites an engaging discussion on the downsides of avoiding discussions of politics with sales prospects. Referring to the upcoming U.S. presid Read More

How to justify steep prices and set your company apart from the competition. From the article: “Selling Value” consists of adding intangibles that convince the customer to pay a higher price than if those intangibles were absent. It does not consist of adding tangibles (i.e. things that cost your company something) to make a deal more attractiv Read More

The Small Business Administration and the U.S. Department of the Navy have signed an Agreement to improve federal contracting opportunities for small businesses participating in the SBA's 8(a) Business Development program. Learn what this could mean to you and how to take advantage of the opportunities that arise from supplying our Navy and Marin Read More

Why spend hours digging the Web just to stay up-to-date when you can have the critical information you need to run your business delivered directly to your inbox through RSS feeds or some of the many e-newsletters out there? Most e-newsletters are offered through free subscriptions, but don't get too carried away as managing your inbox could quic Read More

Does an economic slowdown necessarily mean that business-to-business marketers have to find even more ways to do more with less? Or can a downturn create opportunity for smart marketers to grow and thrive? In this guide to B2B marketing during a recession, Jon Miller answers these questions and share specific strategies you can use to shine wh Read More