Marketing


“How to Get the Most from Online Directories," The Wall Street Journal, November 13, 2006

"Learning to Love the Education Market," Channel Advisor, August-October 2006 (computer resellers selling to the education market)

“IP Surveillance Comes Into Focus," Channel Advisor, May-July 2006 (computer resellers selling to the surveillance market)

“Eliminating the Guesswork,” Sales & Marketing Management, May 2005 (sales teams using price optimization software)

“On the Fast Track: How technology is speeding incentive delivery,” Sales & Marketing Management, Feb. 2005

“Hey, I'm Over Here,” Selling Power, Jan./Feb. 2005 (using social networking software as a marketing tool)

“Spreading the Wealth,” Sales & Marketing Management, Dec. 2004 (how an online database system is being used for marketing purposes)

“How to be a Winner: How to identify and change the annoying behavior that is holding you back,” Selling Power, November/December 2004

“Zooming in on Customers,” Sales & Marketing Management, Nov. 2004 (using online surveys to make decisions about future products)

“Projecting Sales,” Sales & Marketing Management, Oct. 2004 (digital projectors)

“Social Networking: My People Know Your People,” Computerworld, March 29, 2004 (using social networking software as a marketing tool)

“Hey! Listen Up! We're Your Advertisers!” B2B Media Business, September 2003 (effectiveness of trade magazine advertising)

“Working a Room, Without Fear,” The Enterprise, March 31, 2003 (techniques for working a room)

“One Step Ahead: Loyalty Programs Keep Customers Coming Back,” MyBusiness, Dec./Jan. 2003 (using loyalty/frequent buyer programs as marketing tools)

“An Effective, Easy-to-Use Marketing Model That Will Lead to Success,” The Enterprise, Dec. 30, 2002 (marketing strategy for the self-employed)

“'Tis the Season,” FortuneSmallBusiness.com, Dec. 4, 2002 (corporate holiday gift giving)

“Make Your Promotion Fit: Good Targeting Builds Response Rates,” Wells Fargo Business Advisor, Vol. 3 Issue 3, 2002

"Strategies For Slackening Demand," PlanetIT.com, March 5, 2001 (strategies of PC makers in the face of declining demand)

"Turn Customers Into Frequent Buyers," Wells Fargo Business Advisor, Sept./Oct. 2000 (small businesses using frequent buyer programs).

"The Cisco Sales Machine," Selling Power, May 2000

"Divide And Conquer: Segment Potential Clients Before You Attack," FreeAgent.com, June 2000

"Make Your Promotion Fit," Wells Fargo Business Advisor, August/Sept. 2002

"Make Independent Reps Your Sales Force," Small Business Success, Vol. 13 (2000)

"Turn A Roomful Of People Into New Clients," FreeAgent.com, June 2000 (how to work a room)

"Promoting Your Business When Your Business Is At Home," Small Business Success, Vol. 13 (2000)

"Target Marketing: Hitting The Bull’s-Eye," The Writer, June 1999 (how to market freelance writing)

"Tag Team The Market," Salt Lake Observer, May 7, 1999 (co-op advertising)

"Selecting The Right Marketing Mix," Utah Business, May 1999

"Build A Business With Direct Mail," Small Business Success, Vol. XI (1998)

"Why A Demo Isn’t Just Show-&-Tell," Reseller Management, June 1, 1998 (using demonstrations and evaluations as marketing tools)

"The Secrets To Marketing And Sales Success," Small Business Success, Vol. XI (1998)

"Bye-Bye Boxes! Software Sales Mean Licensing," Reseller Management, April 1, 1998 (selling software licenses)

"New-Business Prospecting: Branch Out for Sales Growth," Reseller Management, April 1, 1997

"The Next Sales Force," Computerworld, November 18, 1996 (using the Internet to sell)

"The Golden Glow Of The Yellow Pages," Self-Employed Professional, September/October 1996 (marketing with Yellow Pages)

"Leasing As A Marketing Tool," Reseller Management, June 1996

"Penetrating Big Accounts," Reseller Management, April 1996 (selling to large companies)

"The Do-It-For-Me Market," Sam’s Club Buy Line, April 1996 (the automotive market)

"Online Marketing," Sam’s Club Buy Line, March 1996

"Yellow Pages Are Golden," Sam’s Club Buy Line, February 1996 (marketing with Yellow Pages)

"Direct-Mail Success Comes From Mailing Lists," Executive Solutions, February 1996

"Mailing List Basics," Executive Solutions, January 1996

"Want A Second Income?" Reseller Management, November 1995 (selling with seminars)

"100 Largest Marketers," Business Marketing, October 1995

"Not Just Show & Sell," Reseller Management, September 1995 (seminar selling)

"Gump-Style Ads Win Attention For Associated," Advertising Age, June 5, 1995

"800 Numbers," Independent Business, May/June 1995 (using toll-free telephone numbers for marketing)

"Success With Sales Reps," Business95, April/May 1995

"Mining Co-Op Gold," Reseller Management, February 1995 (co-op advertising)

"Trade Shows: A Long-Term Marketing Tool," Small Business Success, Vol. VIII (1995)

"Trade Show Madness," Reseller Management, November 1994

"Booth Basics," Independent Business, September/October 1994 (trade show booths)

"What’s In A Name?" Utah Business, May/June 1994 (changing the name of Quaker State’s quick-lube chain, Minit Lube, to Q Lube)

"Cashing In On Co-Op Ads," Independent Business, September/October 1993

"Pushing Buttons With Add-Ons That Satisfy Customers," Computer & Office Electronics Retailer, August 1993

"VAR Outlook: Selling Into The Recovery," Reseller Management, December 1992

"Are Reps Right For You?" Independent Business, September/October 1991 (sales reps)

"Ring In The Profits," Your Company, Spring 1991 (900 telephone numbers)

"Customer Newsletters," Reseller Management, June 1991

"Should You Provide 900 Service?" VARBusiness, March 1991 (900 telephone numbers)

"Good As Gold," Independent Business, November/December 1990 (Yellow Pages marketing)

"The Magic Number," Independent Business, May/June 1990 (using toll-free telephone numbers for marketing)

"Reorganized Sales Division To Offer Enhanced Channel Support," Novell’s Selling Red, November 1989

"User Groups: A Resource For Resellers," Novell’s Selling Red, April 1989