Sales and Marketing


Recent Sales and Marketing Articles

Public Relations: Planning Damage Control

By Robina A. Gangemi |  Mar 1, 1996

A CEO explains the importance of developing a public-relations strategy before a disaster strikes.  Read more

Brand Marketing: The Dos and Don'ts of Naming

By Stephanie L. Gruner |  Mar 1, 1996

A marketing expert explains why the name of your company is so critical in making a good first impression.  Read more

Hiring: Searching for the Chosen Few

By Donna Fenn |  Mar 1, 1996

An employee-training manager explains how she works with her company's HR director when hiring new employees.  Read more

Wrong Move

By Frederick Reichheld |  Mar 1, 1996

Why packing the Cleveland Browns off to Baltimore wasn't good business, no matter how you look at it.  Read more

Six Characters In Search of a Strategy

By Jerry Useem |  Mar 1, 1996

Six strategies that six separate travel companies use to compete and thrive in the new economy.  Read more

Customer Service: Grassroots Problem Solving

By Stephanie L. Gruner |  Mar 1, 1996

A quick look at a company that has turned to shop-floor employess to handle its customers' needs.  Read more

Are You Ready for the Networked Economy?

By David Friedman |  Feb 1, 1996

American business is dividing into three worlds. Take this quiz to see where your business fits in.  Read more

Phone Improvement

By David Whitford |  Feb 1, 1996

A close-up look at a start-up that focused on the market first, and then created a product for that market.  Read more

Benchmark: Partnering for Products

By Stephanie L. Gruner |  Feb 1, 1996

Some results of a survey of 437 fast-growth companies about collaborating with outside corporate partners.  Read more

Leader of the Pack

By Donna Fenn |  Feb 1, 1996

A bicycle retailer explains some of the strategies he used to attract and keep his customers.  Read more

Hot Commodity

By Joshua Hyatt |  Feb 1, 1996

A close-up look at how reviewing sales practices and training allowed a company remarkable growth.  Read more

Event Marketing: Hitting It Out of the Ballpark

By Stephanie L. Gruner |  Feb 1, 1996

A quick look at a unique marketing event used to preview video-editing technology for sports training.  Read more

Regulation: Telemarketing Dos and Don'ts

By Stephanie L. Gruner |  Feb 1, 1996

A warning to those affected by the new Telemarketing Sales Rule, and how to receive guides to this new rule.  Read more

Looking Good

By George Gendron |  Jan 1, 1996

Inc.'s editor-in-chief offers a quick look at a new magazine, @issue, devoted to design.  Read more

Operations: 'E-mail, or Else!'

By Sarah Schafer |  Jan 1, 1996

A software developer insists that his dealers go on-line with E-mail.  Read more

Benchmark: Selling by the Numbers

By Stephanie L. Gruner |  Jan 1, 1996

A quick look at some data setting benchmarks for fast-growing small companies.  Read more

Direct Mail: Penny-Pinching Postal Tips

By Stephanie L. Gruner |  Jan 1, 1996

Some tips from a direct-mail expert on how to save on mailings.  Read more

Promotions: Playing the 'Telecard' Hand

By Stephanie L. Gruner |  Jan 1, 1996

A quick look at how two organizations used telecards to build sales.  Read more

Selling: Living with a Long Sales Cycle

By Stephanie L. Gruner |  Jan 1, 1996

A CEO explains how he used current and would-be customers to create his approach to selling.  Read more

Communications: Out of City, Out of Touch?

By Martha E. Mangelsdorf |  Jan 1, 1996

A solo business owner explains how a long-distance service has allowed him to stay in touch with customers.  Read more

Connecting to the Source

By R. Douglas Shute |  Dec 15, 1995

A CEO explains how today's communication tools let you go directly to customers to find out what they want.  Read more

Packaging: When It's Time for a Makeover

By Sarah Schafer |  Dec 1, 1995

Partners from a gourmet-biscuit company explain how and why they pursued a new design for packaging their products.  Read more

New World, Ordered

By Steve Solomon |  Dec 1, 1995

A profile of a 1995 Entrepreneur of the Year runner-up, and how he grew his company to a $1-billion business.  Read more

Market Maker

By Robert A. Mamis |  Dec 1, 1995

One of the hottest niche markets today is microbrewery beer, and this EOY runner-up is one of its creators.  Read more

Marketing: Intellectual Capital

By Robina A. Gangemi |  Dec 1, 1995

A quick look at how a staffing company is using its expertise to conduct free seminars for customers.  Read more

Cause-Related Marketing: An Eye for Free Publicity

By Stephanie L. Gruner |  Dec 1, 1995

A quick look at the benefits of one company's involvement with a community-outreach program.  Read more

Hiring: Recruiting in Cyberspace

By Donna Fenn |  Nov 1, 1995

The World Wide Web is used by a high-tech firm to meet high-quality new-hire canidates.  Read more

On-line: Selling on the Web Can Wait

By Phaedra Hise |  Nov 1, 1995

A marketing manager explains why she is waiting and researching the World Wide Web before establishing a site.  Read more

The Fan Versus the Businessman

By David Whitford |  Oct 15, 1995

The techniques of two CEOs from the same region who sell soccer equipment by mail are compared and contrasted.  Read more

The Marketeer

By David Whitford |  Oct 15, 1995

A close-up look at the 1995 Inc. 500's number one company and how it made it to the number one slot.  Read more

Show and Sell

By Edward O. Welles |  Oct 1, 1995

Late-model cars are sold in the same manner dealerships sell new cars at this start-up used-car superstore.  Read more

Anatomy of a Launch: The Five-Hour Multimedia Sales Presentation

By Susan Greco |  Oct 1, 1995

The second article in a five-part series on how a start-up launched its product line nationwide.  Read more

Distribution: Pushcarts to Success

By Susan Greco |  Oct 1, 1995

A quick look at an Inc. 500 company that uses pushcarts in malls to sell its products.  Read more

Direct Mail: Reach Your Best Bet

By Susan Greco |  Oct 1, 1995

A marketing expert explains how to better allocate marketing and advertising dollars.  Read more

The Road to One-to-One Marketing

By Susan Greco |  Oct 1, 1995

A close-up look at how a concierge service is successfully using one-to-one marketing, and what this appraoch involves.  Read more