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Marketing

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Supporting the Support

Having directed a world-class technical support department in the past, I know that top-notch technical support organizations are geared toward solving their customers’ problems...

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Pandora’s Box

Who would have thought that an internet radio service could change the CI business in America?

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Change is Gonna Come

It was about 4:00 p.m. on a Friday afternoon when I got a call from my human resources director requesting my presence in her...

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Why You? Why Now?

Leveraging Your Competitive Advantages for Greater Success Shortly after the publication of my last article in Residential...

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Old Business, New Game Plan

Tips For Finding New Business Among Existing Clientele Imagine someone standing in front of an empty wood stove, screaming and yelling because there’s no...

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Learning to Sell, Again

Proactive Techniques Will Keep You In Control Of Your Business No matter where I’ve traveled this year, I hear a similar tune: “It’s not...

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Become a Great Leader

Have you ever had a boss that you would be willing do anything for? I mean the type of leader that motivated you to...

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Subtle Sales Sparks

Imagine how excited I was to hear that, as the new sales manager for a high-end audio manufacturer, I was invited to Japan to...

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The Discounting Myth

If you are a custom installer who feels like our business is becoming commoditized, you are probably not alone. Mainly because of increased competition,...

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Prying Away Sticky Fingers

My job as vice president of sales and marketing is to preserve Niles brand integrity. One way that I accomplish this is by identifying...

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The Force of Ideas

I can still hear her now. Michael, whats the big idea?! Youve cut holes in the walls of every room of this house. Whats...

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