The Janus Principle: Focusing Your Company on Selling to Small Business

By JoAnn Mills Laing

Offers solutions to the often vexing task of organising a large organisation into an effective marketing engine to profitably sell into the small business marketplace. Addressing the role of the... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 1883283701
• ISBN13: 9781883283704
• Release Date: January 2005
• Publisher: Brick Tower Press
• Length: 164 Pages
• Weight: 0.49 lbs.
• Dimensions: 8.5" x 0.5" x 5.5"

Customer Reviews

Very Useful Book

Very Useful Book. It will help you assemble your operational marketing plans, or give a jolt to your existing marketing. Cost-effectively reaching small business is a major marketing conundrum. The millions of small businesses are a very significant market. But reaching the thousand, tens, hundreds of thousands or millions of small businesses, which are potential customers for your product or service can a daunting task relative to the resources of your organization. The Janus Principle is very functionally organized and concise (not verbose like many business books that seem to be expanded from an article to a book). The book suggests how to craft the product or service to your small business segment in terms of fit, pricing and payment, which sales channel to identify, and then details 64 major ways to reach the small business customer with specific examples which elaborate the major points.

Highly recommended for any business library!

THE JANUS PRINCIPLE: FOCUSING YOUR COMPANY ON SELLING TO SMALL BUSINESS offers marketing executives advice on identifying and reaching small business buyers, showing how to reach this large market and how to understand differences between large and small business concerns. So many business marketing guides focus on big business, it's a relief to find something different - and highly recommended for any business library!

Reading this book may give you an unfair advantage!

The Janus Principle: Focusing Your Company on Selling to Small Business "The Janus Principle: Focusing your Company on Selling to Small Business" is written in such a clear and understandable way that reading it may constitute cheating. Whether you run a large company selling to small businesses, or a small company planning to grow, this book offers deep insights into the mindset and decision-making process of small business leaders; and tells you how to get them to say "yes." A pleasure to read and easy to follow.

A Great Guide Book

An easy to read and implement guide book to improving your company's sales efforts to small businesses. I found it easy to understand and apply our efforts.