Q&As

IMAGINE SPENDING ALL YOUR time preparing for an extravagant dinner party. The champagne is bubbling, the cutlery is shining, and the platters of hors

You want fries with that? Ah, the classic cross sell: offering customers something that complements perfectly what they’ve already expressed an interest

HAVE YOU EVER RECEIVED A bad sales call? Perhaps the salesperson barreled through the script without bothering to engage in dialogue. Maybe he stammered

Treat your best customers with care Top customers deserve special treatment. You can afford it, and they expect it and thrive on it. So business marketers

OgilvyOne’s San Francisco office is housed near Union Square at 111 Sutter St., the same art deco building where Sam Spade hung his hat in The Maltese

HERE’S A NOVEL IDEA: Only a credit card company’s marketing department should craft its pitches. Its lawyers, operations and accounting people should

In direct marketing the call to action is critical. If you capture how a prospect or customer historically responds via mail, the Web, inbound call, face

Leslie C. Bacon has been named group publisher of Prism Marketing Media Strategies, a new unit that includes Direct, Multichannel Merchant, Promo and

When I deliver a speech or communicate in print, one of the words I eschew is That word, and its cousins such as and any compound word whose second half

Want to turn that phone call into a sale, and maybe even into an ongoing relationship? Follow these pointers: Don’t remind prospects that you’ve already