"Using the Internet for Competitive Intelligence," published in Competitive Intelligence Review in Summer, 1994 and CIO magazine In June, 1995. Competitive intelligence is both a product and a process. The product is "actionable" information used for a specific tactical purpose, such as making a sale or acquiring a company. The process is the systematic acquisition, analysis, and evaluation of information about known and potential competitors. The Internet is both an additional source of information and a means of sharing it with colleagues and other decision makers.
"Piecing Together Client Information on the Web," Montague Institute Review, April 1998. Originally published in Sales and Field Force Automation. The Internet is both blessing and bane to the sales professional doing background research on prospects and competitors. This article discusses how to create a toolkit of basic and specialized sources, developing a search strategy, and organizing Internet Links and documents into a personal "virtual library."