Selling In Tough Times
[November 6, 2008] Here's some simple advice for staying on top of things.

The Difference
[October 30, 2008] When I was in school, it seemed like the teachers fell into one of three categories: average, boring, and fascinating.

Are You Marketing Enough?
[September 30, 2008] Every business needs to market, but how much is enough?

When To Fire A Salesperson
[August 12, 2008] Firing someone is a big decision, and one you'll almost never feel certain about, but sometimes you have to do it, and these guidelines should help.

What to Say When Selling Your ISP
[July 17, 2008] You've decided it's time to sell, so how do you tell your customers and staff? Or do you say nothing at all?

Are You Networking Effectively?
[June 26, 2008] These networking opportunities may offer you something you have not tried before.

Look At You!
[May 20, 2008] The vast majority of ISPs have faced down problems that would have destroyed most businesses.

Firing a Customer
[May 5, 2008] There are customers who are so bad, you'll wish the competition had them. So go ahead and fire them! But do it the right way.

The Ostrich Situation
[March 18, 2008] This isn't just about ISP owners; it's a problem that occurs in all businesses.

Establishing Sales Goals
[February 26, 2008] Every organization should have goals; and every individual in the organization should have goals, but this is especially true for your sales team.

Is Flattery Appropriate in Sales?
[January 3, 2008] When flattering a sales prospect, honesty is your friend.

Salespeople Are Always on Stage
[December 6, 2007] At this time of year, you'll be reading articles in the business press warning you not to drink too much at the company party. But if you're a salesperson (or an owner-operator) you need to be careful all the time, not just at work.

Prospects Build Walls
[November 12, 2007] The single most difficult part of sales is the rejection, but successful salespeople overcome it.

Your Promise is Your Integrity
[October 11, 2007] Once you have gained your customer's trust, you need to avoid making this common mistake.

Testimonials Sell
[September 28, 2007] This simple tip can pay off significantly. It's not tough to do, and it addresses what might be your weak point.

Contingency Planning
[August 20, 2007] Although we cannot foretell the future, we need to plan for it. Plan for things that could go wrong, and for things that could go exceptionally right.

ISPs Move Forward
[August 6, 2007] While some ISPs may be shrinking, others are growing, and to those we asked the question: what are you doing that helps you grow?

Who Commoditized the Internet?
[June 19, 2007] You offer more to the customer than a connection to the internet.

Five Marketing Essentials
[May 21, 2007] Here are five basics that many small businesses and ISPs ignore when they make their marketing plans.

Breaking Barriers to Buying
[April 5, 2007] Too many business build barriers between themselves and their customers. Are you certain you don't? Read on.

The Right Way to Let Go
[March 16, 2007] Every business will eventually need to fire someone. Small business owners find it particularly difficult, even when it's necessary.

Should Tech Support Sell?
[February 9, 2007] Yes, there are risks. But that means you've got to do it right and you've got to be consistent with your own people.

Managing Sales People
[January 12, 2007] Getting sales people to work means keeping people happy, but not comfortable.

Newton's Laws of Motion
[December 14, 2006] These basic laws of physics can help you kick your marketing strategy into the next gear. You need the "big mo" which is, of course, momentum.

Never Make Another Cold Call
[November 16, 2006] You should not have to make cold calls when marketing your business. Instead, follow this superior and simple program.

10 Tips for Print Advertising
[October 26, 2006] If you've ever been frustrated with your newspaper ads, use any of these ideas to improve your results.

Market Research for ISPs
[September 18, 2006] Question: Large internet providers such as EarthLink can afford to do user surveys and focus groups. How should a small ISP with fewer resources find out what new products its customers want?

Consultants are an ISP's Friend
[August 25, 2006] ISPs are beginning to realize that business customers are more loyal and provide more revenue, and are upgrading their service. There's plenty an ISP can do to earn more lucrative accounts. One key suggestion: work with those who already have business customers.

Unity in Marketing
[August 14, 2006] Every aspect of the business should be conveying the same message to customers.

The Work of Marketing
[April 21, 2003] A marketing consultant explains the process of cooking up a banquet of an ad campaign for a small- or medium-sized business.

Mega Marketing
[August 26, 2002] We've covered the marketing tools of local ISPs. Now let's take a look at the tactics of the nationwide ISPs—often overlooked, they may be surprisingly affordable.

A Further Foray Into ISP Selling
[August 19, 2002] My previous article on basic ISP selling tips received plentiful praise. I hope that these additional items will be equally well received.

Selling for Non-Sales Types
[July 8, 2002] The idea that "if you build it, they will come," has come and gone. Your ISPs sales efforts are only as good as its homework—not its network. Learn how to make the most of a lean sales team.

Compensation of Salespeople
[June 24, 2002] Determine which pay plan works best for sales staff at your ISP—straight salary or commission, a combination of both—or would independent contractors suit your ISP business style?

Evaluating a Successful ISP Sales Force
[June 10, 2002] It is important to provide your ISP's sales team with frequent evaluations. While most in your office get an annual or semi-annual review, the sales force should receive quarterly evaluations.

Motivating Your ISP's Sales Staff
[May 20, 2002] Many ISP operators believe that salespeople are only motivated by money. This is wrong. The average sales person is motivated by a number of things of which money is but one element.

Plan for Goal-Oriented Sales Success
[May 6, 2002] First in a series about sales and salespeople; our aim is to help small, independent ISP operators make the most of their business by building a courteous, knowledgeable, and successful sales staff.

Networking for Fun and Profit
[April 8, 2002] Word-of-mouth advertising offers no control over the message being delivered. Networking allows you to control both the message and the medium. Now, which is more cost-effective?

What Works Well for ISP Marketing?
[April 1, 2002] No single form of advertising is right for all ISP businesses in every market. But billboards, referral programs, and talk radio are very cost-effective media for ISP marketing.

Small ISPs Need to Find the Gorilla Within
[March 22, 2002] Sure, you don't have the cash to spend on heavy marketing campaigns, but you can copy some of the big companies' strategies and apply them to your ISP.

Guerilla Marketing v. Gorilla Marketer
[March 8, 2002] Guerilla marketing is cheap and effective. So why isn't every independent ISP operator adopting guerilla marketing techniques to fend off gorilla-size rivals?

Dealing with the Unhappy Customer
[February 22, 2002] At some point in time each and every business is faced with the opportunity of dealing with an upset customer. It may not seem like a marketing opportunity, but good ISPs listen and learn—and sell.

Consider Postcards, Reject Bulky Envelopes
[October 31, 2001] If you've been planning a direct mail campaign to drum up new subscribers, don't cancel it. Instead, find out how the direct mail rules have changed, and adjust your campaign accordingly.

Avoiding Addled Ad Campaigns
[September 5, 2001] What is the the most common mistake some businesses make when building a direct-mail advertising campaign? This lesson is best taught by the errors of other's ways.

A Word About Word-of-Mouth
[November 10, 2000] Getting customers to wag their tongues about your Internet service is no small feat. Consider building a referral program to bring new customers to your Internet service.

Book Review: Christopher Knight's ISP Marketing Survival Guide
[October 27, 2000] We asked respected ISP marketing maven Brock Henderson to review a book penned by renowned ISP marketing guru Chris Knight. The result may surprise you.

Advertising Specialties
[October 5, 2000] Here's a cheap and effective way to achieve name recognition.