Sales and Marketing


Recent Sales and Marketing Articles

Hot Tip: Piggyback on Training

By Susan Greco |  Mar 1, 1998

Partnering with other companies results in low-cost employee training.  Read more

Start-up Covets Spokes of Northwest's Hub

By Marc Ballon |  Feb 1, 1998

Start-up airline Pro Air Inc. hopes to win over customers from Northwest Airlines with lower airfares, higher-quality service, and a focus on business travel...  Read more

Can You Become a Public Company Without Realizing It?

By Stephanie L Gruner |  Feb 1, 1998

Say, for example, you have a fast-growing company and a broad-based stock-option plan. "If a certain number of employees exercise their options, the compa...  Read more

Books to Go Public By

Feb 1, 1998

There are plenty of good, well-balanced guides that discuss raising capital through an initial public offering. But remember, if your accounting and legal...  Read more

Sun Sets Quickly on Publisher's "Empire"

By Mike Hofman |  Feb 1, 1998

"Florida Retirement Lifestyles" magazine went bankrupt when long-time advertisers felt alienated by attempts to revamp the publication. A business obit.  Read more

The Name's the Game

Jan 1, 1998

You have only one chance to make a good first impression, and the name of your company may be the way you do it. "Be choosy," advises marketing guru Jack ...  Read more

The Rating Game

By Susan Greco |  Jan 1, 1998

How Tom Colby of Campbell Software created a sales-lead rating system for accurately predicting a prospect's viability.  Read more

Well-Timed Meetings

Jan 1, 1998

Jm Dieroff takes his travel alarm clock with him wherever he goes--even if it's just to a nearby meeting. Dieroff is president of Connais...  Read more

Tap into the New Networking, Networking Article

Jan 1, 1998

z=100x45;kw=arh1">Tap into the New Networkinglank"> Ifme>' faithfully> ...  Read more

Wanted: Paying Customers

Jan 1, 1998

Most companies spend a lot of energy tracking down customers. It helps to have creative ways of finding the right people to whom you should be selling you...  Read more

Don't Toss the Junk Mail

Jan 1, 1998

Looking for a big customer to boost your business? Sometimes you can find sales leads and contact names on product labels or direct mail pieces,Read more

Sales Shine at Show Time

Jan 1, 1998

Trade shows aren't simply a place to swap business cards and build relationships anymore," says Sam Ganglani, treasurer of Mannix World, a clothing manufa...  Read more

Training for a Chain Reaction

Jan 1, 1998

Want to get your product into a big retail chain but having trouble getting an appointment with a buyer and finding out how to handle such a sale? Fear no...  Read more

Just Desserts

Jan 1, 1998

You're inhaling the last string of fettuccine, mopping the last crust of bread through the marinara sauce. Your potential customer sits across from you, f...  Read more

Present Before You Propose, Presentation Skills Article

Jan 1, 1998

Present Before You Proposek"> "Don't kick off a meeting with aRead more

High-Caliber Bullets

Jan 1, 1998

Design Basics, a home-plan publisher, risks losing sales to its competitors because the home builders who sell its products don't represent Design Basics ...  Read more

Ally with Inside Assistants

Jan 1, 1998

Having a tough time getting in to see a decision maker? Maybe you aren't talking to the right people. According to Tom Cottingham, founder of NarrowCast C...  Read more

Selling the Superstores

Jan 1, 1998

Giant retail chains can put even tiny manufacturers in the national limelight overnight. But getting onto the giants' shelves isn't easy, and staying ther...  Read more

Good Humor for Cold Calls

Jan 1, 1998

Patty Glass, the owner of a $600,000 art consultancy in Cincinnati, finds she gets good results on the phone by coming clean right away. Here's one variat...  Read more

Short and Sweet

Jan 1, 1998

Got a minute? In Matt Hession's experience, just about everyone does. And besides, once people saw Hession take off his watch, they couldn't wait to take ...  Read more

" Getting to Yes, After All"

Jan 1, 1998

I don't think of myself as a salesperson," says Kim Whittaker. But the president of Baby Faire, a product, services, and information expo for prospective ...  Read more

K.I.S.S. at Work

By Inc. staff |  Jan 1, 1998

When mounting competition threatened C.A. Short Co.'s growth, President and CEO Charles Davis figured that the fastest way to expand sales for the company...  Read more

Senses and Sensibility, Presentation Skills Article

Jan 1, 1998

Senses and Sensibility ...  Read more

Bottoms Up!

Jan 1, 1998

Making a major sale is a process of nurturing relationships, egos, and interest within an organization while pushing your own company's agenda. "Nobody li...  Read more

Call on an Impulse

Jan 1, 1998

It wasn't until Nick Molina got desperate that he found out he was selling his product in the wrong places. Molina, cofounder and CEO of Let's Talk...  Read more

Backup for the Band

Jan 1, 1998

One way to eliminate time-consuming follow-up with prospects is to follow through immediately when you meet them. This becomes critically important at tra...  Read more

Field Marshals

Jan 1, 1998

The best folks to turn to for marketing advice may be the independent salespeople who represent your company. Not only are they most familiar with your pr...  Read more

Picking Sales Hotshots

Jan 1, 1998

If independent sales agents are the lifeblood of your business, you know that good producers are hard to find and even harder to hold onto. About 80% of s...  Read more

Curtain Going Up

Jan 1, 1998

Presentations are performances. The best way to prepare for a performance is to rehearse. So, why not borrow a technique from the theater and hold...  Read more

What's Your Incentive?, Going Solo Article

Jan 1, 1998

'); h1">What's Your Incentive? ...  Read more

School of Hard Knocks

Jan 1, 1998

To teach one of his managers the difference between good and bad sales, Norm Brodsky took him cold-calling for a day. The manager insisted he couldn't sel...  Read more

New-Product Survival Strategies

Jan 1, 1998

When Milwaukee-based Koss Corp., a $40-million stereo-headphone maker, decided to enter the promising new market of computer headphones and speakers, sale...  Read more

Vintage Salesmeister

Jan 1, 1998

Agustin Huneeus, president of a $50 million winery in Rutherford, Calif., noticed that when he went to a fancy restaurant to dine, he rarely found one of ...  Read more

Two-Tier Telemarketing

Jan 1, 1998

With only a $5,000 product to offer, CWC Software, in Braintree, Mass., can't afford to put a salesperson on the road. So the 15-year-old company - which ...  Read more

Playing Well with Others, Team Building Article

Jan 1, 1998

Playing Well with O//ars ...  Read more