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Marketing and Sales

136 results found

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A Virtual Route to a High-Quality Brand
Williams John
3/1/2007
Article Resource
Summary:

The foundation of your company's brand is its logo. John Williams, creator of the original "do-it-yourself" logo Web site, explains how to create online a quality logo that can help build your brand quickly and inexpensively.

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Entrepreneurial Thought Leaders Lecture
Wilcox Ken
3/5/2008
VideoSeries Resource
Summary:

Ken Wilcox is president and CEO of SVB Financial Group. Since January 2000, when he took on the role, Wilcox has successfully pursued a strategy of expansion and diversification, while remaining focused on the company's core niches of technology, life sciences, private equity and premium wineries. Wilcox joined Silicon Valley Bank in 1990 when he co-founded the company's East Coast Technology Division. In this role, Wilcox managed the first regional office of Silicon Valley Bank and was responsible for all lending activity east of the Mississippi River. Upon promotion to chief banking officer in 1997, Wilcox moved from Massachusetts to California and became president and CEO within four years. Prior to joining Silicon Valley Bank, Wilcox spent two years as a member of the Technology Lending Group with the Bank of New England and five years at Shawmut Bank in Boston. Prior to his banking career, Wilcox was a professor of German at The University of North Carolina at Chapel Hill. Wilcox received a bachelor's degree in German studies from Oakland University and a Ph.D. in German Studies from The Ohio State University. He also earned a master's of business administration from Harvard Business School. Wilcox is a member of the board of directors of the Federal Reserve Bank of San Francisco and the Silicon Valley Leadership Group.

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Entrepreneurial Thought Leader Lecture
Westly Steve
5/20/2009
VideoSeries Resource
Summary:

Steve Westly is the Founder and a Managing Partner of the Westly Group. He formerly served as the Controller and Chief Fiscal Officer of the state of California - the world's sixth largest economy. As Controller, he chaired the State Lands Commission and served on 63 other boards and commissions, including CalPERS and CalSTRS, the nation's two largest public pension funds, which together invest more than $350 billion. During his four-year term, Westly spearheaded innovative tax programs that helped close the State's budget deficit and also led an effort to commit more than $1 billion to clean technology investments. Before running for office, Westly helped guide the online auction company eBay through its period of most rapid growth, serving as the Senior Vice President of Marketing, Business Development, M&A and International. Westly helped bring eBay to Europe and Asia and developed the marketing and acquisition strategies that paved the path for the firm's exponential growth. He began his career in Washington, D.C., first working on Capitol Hill and later in the Office of Conservation and Solar at the U.S. Department of Energy. Westly returned to California to become special assistant to the President of the California Public Utilities Commission. While there, he published two books on alternative energy and the utilities. He?s also held senior positions at Sprint Communications, Netcom, and WhoWhere?. Westly holds a bachelor's degree from Stanford University and an MBA from Stanford's Graduate School of Business, where he served on the faculty for five years. He and his wife, Anita, run the Westly Foundation, which provides education and health care services for children and underserved communities throughout California.

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How to Conduct Fundamental Market Research
Warner Bill
4/1/2007
Article Resource
Summary:

Completely understanding your market allows you to confidently approach any customer, potential partner, or investor. This entrepreneur and angel investor outlines a five-step process for knowing breadth and depth of the market landscape.

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Questions to Answer When Analyzing Competition
Warner Bill
4/1/2007
Article Resource
Summary:

Your basic business strategy and product plan needs to be rooted in an understanding of what it takes beat the competition. To do so, this author says you must have a realistic understanding of what you are up against, and he lays out a method to do smart market research.

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Turning Sales Compensation On Its Head
Wardlaw Townsend
3/30/2006
Article Resource
Summary:

Rather than viewing compensation plans as a motivational tool, this entrepreneur believes they should be considered a means for managing risk and protecting the company's cash assets. He explains his firm's model, which is based on transferring more risk to sales associates, sharing resources across clients, and tying a portion of base salary to reaching certain revenue-related milestones.

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Pharma reps changing how they sell
Vinluan Frank
9/19/2011
Blog Resource
Summary:

Pharma reps at GSK are selling their products in a new way. The emphasis is more on communicating a drug's benefits and risks than trying to sell as much as possible. Read more about this change in approach to sales.

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Ten Focus Group Tips
Ueng Grace W
4/1/2007
Article Resource
Summary:

Market research results can help an entrepreneur change company behavior. To that end, this author recommends a ten-step plan for tapping the power of focus groups to conduct research that is immediately actionable.

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Entrepreneurial Thought Leader Lecture
Straser Erik
10/8/2008
VideoSeries Resource
Summary:

With a decade of experience in venture capital, Erik has been a catalyst for Cleantech in Silicon Valley and abroad. He leads MDV's Cleantech investment team and applies his expertise in areas of solar, biofuels, energy storage, industrial biotech and clean coal. Prior to MDV Erik worked at Interval Research Corp., a technology incubator funded by Paul Allen, and at Los Alamos National Laboratory as a technical staff member. He also consulted to several seed and early stage venture capital firms. While pursuing a PhD in engineering at Stanford, Erik led an interdisciplinary project between the electrical, mechanical, and civil engineering departments to develop a next-generation monitoring system for critical facilities. He holds a U.S. patent from his research work. Erik serves on the advisory council of the Stanford Precourt Institute for Energy Efficiency, as well as on the advisory boards of the Stanford Technology Ventures Program (STVP), Stanford's BASES, NVCA Cleantech Council, and Cleantech Venture Network. He is a winner of the 2006 World Technology Award for Finance, presented by the World Technology Network, in association with the New York Stock Exchange (NYSE), Dow Chemical, Cisco, TIME magazine, Fortune magazine, Science magazine/AAAS, Red Herring, and CNN. Erik earned a bachelor's degree in engineering from Harvey Mudd College and both doctoral and master's degrees from the Stanford University School of Engineering.

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Negotiation Course
Christensen Stan Springer Dan
11/12/2007
VideoSeries Resource
Summary:

Dan Springer brings over 20 years of executive leadership and strategic sales and marketing consulting experience to Responsys, with proven success in interactive marketing, e-commerce, and finance. As Chief Executive Officer, Dan is responsible for charting Responsys' strategic direction and extending the company's leadership into new realms of digital marketing. Prior to Responsys, Dan was Managing Director in the San Francisco office of Modem Media where he was responsible for general management of the agency's western United States operations. Dan led the development of the agency's Performance Marketing capability by leveraging database marketing, web site analytics and search engine marketing techniques. Prior to Modem Media as the CEO of Telleo, Inc., he refocused the business from online advertising to business partnerships with leading brands like Taco Bell. Previously, Springer was also the Chief Marketing Officer and General Manager for NextCard, where he built the fastest-growing credit card in history by creating one of the Internet's top five advertisers. He started his career as a consultant at McKinsey & Company and DRI/McGraw-Hill. Dan holds an MBA from Harvard University and a BA in Mathematics and Economics from Occidental College. He also sits on the board of directors for ITI, E-LOAN and The Randall Museum.

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