The Janus Principle

THE JANUS PRINCIPLE offers solutions to the often vexing task of organizing a large organization (and even small firms) into an effective marketing engine to profitably sell into the small business marketplace.

Addressing the rapidly expanding role of the Internet and other electronic gateways, the authors also demonstrate how to more effectively use traditional sales tools in an integrated marketing effort.

The authors have distilled 20+ years of experience advising Fortune 100 corporations as well as researching the small business marketplace into a concept that large and small organizations can adopt and use.

THE JANUS PRINCIPLE is an easily understood and implement approach that helps focus the selling organization (large and small) on those factors that breed success in this enormous, still growing market.

THE JANUS PRINCIPLE takes its name from the Roman god of the portal or door that looks both outward and inward. The book lists specific things you need to do to successfully sell to small businesses, and describes how to utilize direct mail and online channels together to profitably sell over the Internet.

JoAnn Mills Laing is a nationally known authority on small business and healthcare, particularly as it affects smaller enterprises. She is the author of two books on Health Savings Accounts (HSAs) and runs an organization that speaks to 5+ million small business leaders each month.

Donald P. Mazzella has been a publisher as well editorial director in such organizations as McGraw-Hill, Thomson, and Essence Communications. He was publisher of Income Opportunities magazine and his articles have appeared in the New York Times and other national media publications. He holds an MBA from NYU and is a nationally known speaker with numerous media appearances.