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Marketing and Sales

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Building a Sales Compensation Plan That Works
Smith Jack P
3/30/2006
Article Resource
Summary:

This topic expert provides a step-by-step process for understanding a sales reps' potential for results, their motivation factors, and developing a comp plan that fits those characteristics. Strategy, combined with communication, can help sales reps meet their goals and their companies' profit goals.

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Market Research Informs a Business Idea
Smith Sally E
4/1/2007
Article Resource
Summary:

This entrepreneur and former banking executive shows how she used market research to discover the opportunity for an unexpected new venture. She researched ways around obstacles, identified solutions, and stayed creative--until one day, she found herself at the helm of a very successful business.

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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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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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Is Groupon a great idea for entrepreneurs?
Strauss Steve
7/31/2011
Summary:

Steve Strauss in his "Ask An Expert" column on USA Today discusses the pros and cons of Groupon as a marketing tool for entrepreneurs.

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Healthcare innovations need healthcare business plans, goals to succeed
Suennen Lisa
5/20/2011
Blog Resource
Summary:

Ideas for healthcare innovations abound, but will go nowhere unless entrepreneurs with defined goals and healthcare business plans bring those ideas to life.

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Healthcare innovators' challenges discussed at Medtech Vision healthcare conference
Suennen Lisa
9/28/2011
Blog Resource
Summary:

Being in the healthcare business is getting tougher when it comes to bringing innovative products to market. A recent conference included discussions about some of the challenges that medical innovators are facing today.

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Public Relations During a Crisis: Balancing Truths
Taffel Alan
1/4/2007
Article Resource
Summary:

Most entrepreneurs at some point experience crises in their businesses, which require crisis communication strategies. The key is developing a crisis management strategy that is up-front about the problem at hand and also focuses on maintaining the firm's long-term viability.

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Entrepreneurial Thought Leader Speaker Series
Thompson John
5/23/2003
VideoSeries Resource
Summary:

John W. Thompson is chairman of the board of directors and chief executive officer of Symantec Corporation. Since joining Symantec in April 1999, Thompson has led the transformation of the company from a consumer software publisher to the global leader in information security solutions for individuals and enterprises. With global operations in more than 35 countries, Symantec offers a broad range of software, appliances and services designed to help customers secure and manage their IT infrastructure. Under Thompson's leadership, the company has defined a new category of information security software for consumers and has made a number of strategic acquisitions to enhance its ability to serve the rapidly changing security and management needs of large global enterprises. In September 2002, President George W. Bush appointed Thompson to the National Infrastructure Advisory Committee (NIAC), to make recommendations regarding the security of the critical infrastructure of the United States. In addition, Thompson has served as the chair of the Silicon Valley Blue Ribbon Task Force on Aviation Security and Technology to identify and evaluate technology-driven solutions to improve the security and efficiency of national and local aviation. Prior to joining Symantec, Thompson had a distinguished career with the IBM Corporation where he held senior executive positions in sales, marketing and software development. In his last assignment, he was general manager of IBM Americas and a member of the company's Worldwide Management Council. Thompson is a member of the board of directors of UPS, NiSource, Inc., and Seagate. He completed his undergraduate studies at Florida A&M University and holds a master's degree in management science from MIT's Sloan School of Management.

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Entrepreneurial Thought Leader Speaker Series
Reedy Lynn Tilenius Stephanie
10/29/2003
VideoSeries Resource
Summary:

Stephanie Tilenius is vice president and general manager for merchant services at PayPal, an eBay company. PayPal enables any individual or business with an email address to securely, easily and quickly send and receive payments online. An eBay employee since early 2001, she is responsible for the strategy, growth, and financial performance of PayPal's merchant services group, the business unit providing payment solutions to small and large e-commerce merchants. Before eBay, Tilenius was senior vice president of sales and marketing for PlanetRx.com, a company she co-founded and took public on the NASDAQ in 1999. Previously, she was vice president of business and product development for Firefly, a software start-up that was sold to Microsoft Corp. in 1997. Early in her career, Tilenius spent several years as an investment banker at Deutche Bank Alex Brown, primarily focusing on software and telecom. In this capacity, she worked on the Initial Public Offering for America Online in 1992, and she subsequently decided to join its corporate development group where she managed mergers, venture investments and strategic partnerships. Tilenius graduated with high honors from Brandeis University where she earned both her bachelor's degree in economics and her master's degree in international finance. She also received her master's in business administration from Harvard Business School. Tilenius also spent time as a presidential management intern through a two-year fellowship with the U.S. government where she worked for Treasury Secretary Brady and Carla Hills on Japan-U.S. trade negotiations.

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