Marketing & Sales

Magazine articles on marketing, advertising, and sales.

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InternetNews November 15, 2005 Paul Shread	And Now For Something Completely Different LiveVault takes an unusual approach to storage marketing, hiring John Cleese to promote its backup products.
Pharmaceutical Executive November 1, 2005 Mike Luby	Marketing to Professionals: Detailing Attention to Details: The detail piece is a powerful sales tool when utilized and tested properly.
Pharmaceutical Executive November 1, 2005 Peter Pitts	Opinion: It's All Relative PhRMA's new voluntary guidelines are about much more than direct-to-consumer advertising - and they're not really voluntary.
Pharmaceutical Executive November 1, 2005	Thought Leader: A Q&A with Steve Rauschkolb With new guidelines pressuring companies to demonstrate superior value, and an environment that will tolerate little else, pharma firms are looking toward innovation and technology to create better training methods.
Pharmaceutical Executive October 1, 2005 Alana Klein	Ad Agencies to the Rescue Faced with strict guidelines and regulatory pressures over advertising, pharmaceutical clients are looking to their agencies for support and guidance.
Pharmaceutical Executive October 1, 2005 Christopher Lisanti	Physician Frustration Doctors have had enough. But reps can still redeem themselves. As the industry thinks about new sales force models, it should look beyond ROI numbers, toward a new paradigm that not only works for pharma, but also for its customers.
Pharmaceutical Executive October 1, 2005 Steve Tarnoff	Sampling: Crimes in the Closet The pharmaceutical industry's time-honored sampling practices used to be good selling strategies. Until the Office of the Inspector General called them fraud.
BusinessWeek November 14, 2005 David Kiley	Shoot The Focus Group Advertisers are inventing new ways into the consumer's head.
HBS Working Knowledge November 7, 2005 Allen, Reichheld & Hamilton	The Three "Ds" of Customer Experience It's easy for leading companies to assume they're keeping customers happy; it's quite another thing to achieve real customer devotion. Here's how the best companies do it.
HBS Working Knowledge November 7, 2005 Jim Heskett	Is Less Becoming More? Can American have too much freedom of choice in products and services? The issue of whether less is more, both for consumers and suppliers, is being joined by an increasing number of researchers.
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