Sales Management: Hot-Product Survival Guide
Co-owners explain how they took their company into new markets and how the sales force supported the change. Read story
Susan Greco
Resource: Sale Automation Without Tears
The author of 'Sales Force Automation,' George Colombo, offers tips to successful automation. Read story
Sales-Force Turnover: Excuses, Excuses
A chart displaying companies in terms of annual revenues and the percentage of salesforce turnover in 1993. Read story
On-Line Oversight
A brief story about a company that set up international e-mail, the benefits and how other companies can do it. Read story
Benchmark: Sales Training Hit List
A chart showing the type of training and percentage of respondents who cited it as "very important" for sales reps. Read story
Publicity: A Better Way to Seed the Market
A look at how a small company offered a popular product at cost in a highly successful promotional campaign. Read story
Sales Management: 'Where'd We Go Wrong?'
Four experts offer advice to a company that tried to double its sales with a new sales force and failed. Read story
Up and Coming: Electronic Media--What You See Is What You Get
A quick look at how technology can provide various approaches to marketing and what companies are doing with it. Read story
Real-World Customer Service
Inc. surveyed 13 CEOs to learn how they keep their customers happy and ensure good customer service. Read story
Customer Service: Letting Workers Play Customer
A quick look at restaurateur who pays employees to dine at his competitors' and report their findings to his staff. Read story
Legal Brief: Pricing Pitfalls
An antitrust lawyer briefly discusses how offering price discounts could be illegal, and how to get more information. Read story
Steal This Strategy!: The Little Yellow Book
A brief review of a nine-page booklet, 'Success Our Way," containing the business thoughts of a retail giant's CEO. Read story
Product Differentiation: When a Rival Came Spying
A founder's advisers explained she had better differentiate her business from the competition, and how she managed it. Read story
Publicity: Rewards of Going for Awards
A quick look at a landscaping company that finds vying for various awards an effective way to gain wide publicity. Read story
Dealer Relations: Creating Demand Together
A CEO explains why dealers are often set up for failure, and how he overcame that when marketing a new product. Read story
Benchmark: Keeping Tabs on Rivals
Some statistics on Inc. 500 companies that track their competition, with a quick comment from two CEOs. Read story
Mail Bonding
One company sends out helpful postcards to customers. Read story
Cause-Related Marketing: What Works
Chart showing percentage of customers who favor types of cause-related marketing and two companies who use it. Read story
Sales Manager as Team Player
One company designed a bonus plan that encouraged managers to work as a team. Read story
A Tie-in with Big Brands
Two entrepreneurs who made a successful pitch to Warner-Lambert to co-market their product share their strategy. Read story
Customer Tech
Chart showing effectiveness of various gadgets designed to facilitate customer service. Read story
The Power of a Daring Demo
One company handed out samples at an upscale retailer and earned enough credibility to go into small specialty shops. Read story
BYOB--Bring Your Own Booth
By holding its own "tech fair," company shows off new products to clients and colleagues. Read story
Restitution for a Rainmaker
One Inc. reader discovered he wasn't paying his top sales staffer enough and had to raise his base salary. Read story
Looking for Mr. Right
After realizing he couldn't--and shouldn't--run company on his own, CEO found and wooed a seasoned big-league player. Read story
Checklist for Going National
Consultants advise community service organization to build name recognition and staff before going national. Read story
Rallying Overseas Reps
How one company made the most of a three-day training for its foreign sales reps, held at U.S. headquarters. Read story
Making Owners of Sales Reps
One CEO made sales reps part owners in the company instead of paying them commissions or salaries. Read story
The NAFTA Factor
Four CEOs' expectations of the effects of the North American Free Trade Agreement on their companies. Read story
Getting Inventions to Market
Arthur D. Little Enterprises licenses promising inventions, assuming the up-front risk. Read story
And This Month's MVP Is...
Sales team shares sales bonuses with coworkers who have contributed to their success. Read story
Customers as Consultants
The president of a distribution company meets with his customers to discuss strategic planning. Read story
A CEO's Search for Fulfillment
Profile of a small catalog company's search for an appropriate software package to manage operations. Read story
Bespoke Benefits
Resources for investigating flexible benefits plans. Read story
Riding on Real Feedback
Designer of women's cycling shorts has assembled a cross-country sounding board for new products. Read story
Stoking Team-Sales Spirit
A growing business keeps the team-sales spirit alive with contests that put nonsalespeople onto the sales floor. Read story
The 'No-Money-Down' Sales Force
How a software company assembled a sales force on a shoestring. Read story
How Often Do You Change Sales Pay?
Results of survey asking executives when was the last time they had changed their sales-compensation plan. Read story
Boot Me Up: 11 Great Companies Launched for Less
A look at eleven companies and how they were started with very little capital investment. Read story
Down-and-Dirty Forecasting
CEO studies the regional prices of heavy equipment to determine up-and-coming states in which to do business. Read story
