Out of Control (at Last)
A perilous vacation teaches the healthy difference between control and influence. Read story
Tom Richman
The Exit Strategy: Cashing Out and Other Premeditated Escapes
It was probably Jehovah who conceived the first one, and then some time later he charged Moseswith its execution. Churchill had one at Dunkirk. Westmorela... Read story
The Culture Wars
When it comes to corporate culture, Allan Kennedy wrote the book. An interview with the co-author of the widely misunderstood "Corporate Cultures: The Rites ... Read story
The Eight Books to Read Before You Start Your Business
A look at eight books that won't give cut-and-dry answers about how to start a business, but will pose questions that aspiring entrepreneurs should ask thems... Read story
Creators of the New Economy
A look at why, in the new economy, amateur entrepreneurship is over, and how the professionals are now in control. Read story
Public Policy: What Does Business Really Want from Government?
This article explains how government must reinvent economic and regulatory policies to match today's marketplace. Read story
Funding R
A company funds its research and development projects with money earned from royalties on its products. Read story
Two-Tiered Telesales Tactics
A two-tiered sales approach uses two prospectors and a closer to increase sales. Read story
Split-Identity Branding
Expanding nationally by putting other companies' logos on your product. Read story
How to Develop Products
Available resource on making the decision to market a new product. Read story
International Sponsors
Finding international sponsors for American products. Read story
No Salesman Will Call
Company replaces its salesperson with a full-time employee stationed at the client's business. Read story
A Seminar of One
Public speaking engagements as a sales marketing tool. Read story
Export: One Call Answers All
Source of information on foreign exporting. Read story
Reps or Sales Force?
Making the decision to build a sales force or to sell through independent reps. Read story
Constant Reminders
Why company imprinted post-it-notes serve as an effective advertising device. Read story
How to Keep the Ideas Flowing
Encouraging new ideas on innovation. Read story
Selling by Voice Mail
Source of information on using the telephone more effectively advice on using voice mail. Read story
Using Memberships to Build a Brand
Inexpensively differentiating your firm by appearing to be an exclusive club requiring membership. Read story
How to Build a Marketing Plan
Guide to building a marketing plan. Read story
Product Sampling
Inexpensively promoting your product by holding product demonstrations. Read story
Send In the Clowns
Creatively presenting products to distributors to increase sales. Read story
Selling to Gray Americans
Advice on selling to the over-50 population. Read story
Call a Neighbor
Using volunteer customers to demonstrate their purchased product to other potential buyers. Read story
Selling Your Customer's Customer
Preselling products at both levels of the distribution chain, retail and wholesale. Read story
Do-It-Yourself Survey Software
Customer survey software allows companies to tabulate results measure customer response. Read story
Get in the Door One Step at a Time
Asking for a little bit of the business as an alternative sales strategy. Read story
Training on the Train
An innovative company uses train traveling time to host journalists and potential customers. Read story
A Good Name Is Hard to Find
Finding potential sales prospects in similar industry trade journals. Read story
Commissions That Smooth Out Sales
Revising sales commission structures to smooth out sales and production loads. Read story
Training Customers to Buy
Customer-training seminars as a cost effective marketing method. Read story
Getting the Most Out of the Phone
Creative ways to use the telephone for sales and marketing. Read story
Learning and Meeting the Client's Preferences
Satisfying customers by asking them about their priorities and expectations. Read story
An In-House Sales School
Thorough sales training sessions to reduce turnover and increase productivity. Read story
Lower Your Rent
Taking advantage of lower rents during a recession. Read story
Reaching Influential Buyers
Seeding the market by getting products into the hands of key people who influence potential buyers. Read story
The Best of Intentions
Profile of a company that successfully executed a strategic plan to use technology to provide friendlier service. Read story
Winning Teams
A phantom-equity plan that motivates managers to strive for short- and long-term profits. Read story
Reorganizing for Growth
Changing the corporate structure when rapid growth becomes unmanageable. Read story
The Lessons of Bankruptcy
Interviews with four entrepreneurs, focusing on their bankruptcy experiences. Read story
