• Rainmaker Sales Book Review
    Sep 7 2021

    UWP Professor George reviews the book How to Be a Rainmaker: The Rules for Getting and Keeping Customers and Clients.

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    14 Min.
  • Positioning--Coca-Cola Energy Failure
    Jun 24 2021

    Professor George discusses positioning and the failure of Coca-Cola Energy due to positioning issues.

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    10 Min.
  • Marketing Research to Build Competitive Advantage
    Apr 26 2021

    Professor George presents how to build competitive advantage through marketing research. Topics covered are types of marketing research; the value of quantitative, qualitative and digital marketing research; secondary and primary marketing research; the marketing research process; and tips for successful marketing research to build competitive advantage.

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    18 Min.
  • Quantum Marketing Book Review
    Apr 23 2021

    Professor Krueger reviews Quantum Marketing by Raja Rajamannar.

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    18 Min.
  • 2021 Outlook
    Feb 5 2021

    Professor George covers his outlook for 2021. A slowly improving business environment will create opportunities.

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    7 Min.
  • Reflections on 2020--Lessons Learned
    Jan 29 2021

    Professor George covers 6 key lessons learned from 2020.

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    9 Min.
  • Adaptive Selling Strategies
    Sep 16 2020

    Professor George outlines how to flex your selling style to adapt to different customers to increase communication effectiveness.

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    12 Min.
  • Value Equation
    Sep 2 2020

    The value equation for customers is the product/service, the company and the salesperson (you!). To be successful, you need to figure out what is important and creates value for the customer. Depending on your business, these 3 aspects of the value equation will vary. For example, Apple has a great product, is a valued brand with a positive company image and the Apple salespeople are very good.

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    7 Min.