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Your go-to site for marketing and sales information, tools and advice built from decades of experience and success.

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About Us 
 
Michael W. Lodato is an accomplished expert in virtually every facet of marketing and sales, with over 45 years experience as a company president, senior executive, Associate Professor, and as a consultant to companies around the globe. His  focus is to regard marketing and sales as a set of processes to be integrated, managed and improved over time. It is from this vantage point that Michael has become a prolific author of books, articles and other educational materials.  He is the developer of Integrated Sales Process Management, Integrated Territory Management, Integrated Channel Management, and the MASTER Method of Selling.  His publications are available on this web site and from other sources.   Michael supported clients in developing and implementing structured processes for sales management, strategic management, and product marketing management.  His uniquely effective processes have been implemented at companies in the US and Europe, and are available from this site to those desiring to improve the performance of their marketing and sales teams.

Michael's success with clients has made a case for a business process orientation to how a company's  marketing and sales activities are managed - so that their performance can be consistently, repeatedly improved over time.  He has documented how this can be done in his writings - which are listed on this website.  With his insightful, effective methods to this challenging area, a company has a very good shot at achieving true best practice level of performance in this vital area. 
 
Michael earned his bachelor's degree from Colgate, a master's from the University of Rochester, and a Ph.D. from Rutgers. 
 
 
 
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Ernest Wassmann provides consulting based on the methodologies, processes and principles that are found on this web site.
 
Success has enabled Ernie to focus his efforts today as an Executive Coach.  Over the past 30 years Ernie filled various senior executive roles in the High Tech industry,  as CEO and member of the board of directors.  Ernie’s accomplishments included corporate turnarounds, sales of corporations, public offerings, and company startups, with each assignment having strong emphasis on marketing and sales.  Ernie provides our clients a resource outside of their organization to tap into his experience in all aspects of strategy and execution.  Ernie’s background and thorough understanding of strategic management processes help our clients maximize performance and build a sustainable competitive advantage for their business.  His ability to quickly assess an entire organization - structure, process and systems – and his exceptional grasp of entrepreneurial enterprise makes Ernie a valuable resource for TheMarketing and Sales Doctor and our clients.