Sales and Marketing


Recent Sales and Marketing Articles

In the Eye of the Beholder

By John Grossman |  Oct 1, 1994

An up-close look at the 1990s fad, 3-D images, and how one entrepreneur stumbled into it and hit pay dirt.  Read more

Real-World Customer Service

By Susan Greco |  Oct 1, 1994

Inc. surveyed 13 CEOs to learn how they keep their customers happy and ensure good customer service.  Read more

Customer Service: Letting Workers Play Customer

By Susan Greco |  Oct 1, 1994

A quick look at restaurateur who pays employees to dine at his competitors' and report their findings to his staff.  Read more

Bootstrapping for Grown-Ups

By David Whitford |  Sep 1, 1994

An overview of preceding articles profiling a variety of companies that all share bootstrapped births.  Read more

Start-Ups from Scratch

By Inc. staff |  Sep 1, 1994

Eight brief profiles of companies launched with almost no money down.  Read more

State of the Art: CD-ROM Marketing

By Martha E. Mangelsdorf |  Sep 1, 1994

Three start-ups that are exploring opportunities in CD-ROM marketing are featured in this short article.  Read more

Dealer Relations: Creating Demand Together

By Susan Greco |  Sep 1, 1994

A CEO explains why dealers are often set up for failure, and how he overcame that when marketing a new product.  Read more

Benchmark: Keeping Tabs on Rivals

By Susan Greco |  Sep 1, 1994

Some statistics on Inc. 500 companies that track their competition, with a quick comment from two CEOs.  Read more

Publicity: Rewards of Going for Awards

By Susan Greco |  Sep 1, 1994

A quick look at a landscaping company that finds vying for various awards an effective way to gain wide publicity.  Read more

Product Differentiation: When a Rival Came Spying

By Susan Greco |  Sep 1, 1994

A founder's advisers explained she had better differentiate her business from the competition, and how she managed it.  Read more

Three Ways to Pick Customers

By Tom Melohn |  Sep 1, 1994

A brief quote from a former CEO's book, 'The New Partnership,' that expains how they selected customers.  Read more

Customers Seminars: Cohosts with Clout

By Phaedra Hise |  Sep 1, 1994

A marketing manager offers some advice on how small companies can cohost seminars with Fortune 500 companies.  Read more

Six-Shooter

By Alessandra Bianchi |  Aug 1, 1994

One retired company founder wound up starting six new companies.  Read more

Sales Manager as Team Player

By Susan Greco |  Aug 1, 1994

One company designed a bonus plan that encouraged managers to work as a team.  Read more

Cause-Related Marketing: What Works

By Susan Greco |  Aug 1, 1994

Chart showing percentage of customers who favor types of cause-related marketing and two companies who use it.  Read more

Mail Bonding

By Susan Greco |  Aug 1, 1994

One company sends out helpful postcards to customers.  Read more

Life After Voice-Mail Hell

By Phaedra Hise |  Aug 1, 1994

One company scrapped its voicemail system to get back in touch with its customers.  Read more

How I Lost It

By Gregory G. Braendel |  Jul 1, 1994

If you're inexperienced at business, you can forget how important it is to go with your gut feelings.  Read more

Picture This: A Customer-Friendly Brochure

By Inc. staff |  Jul 1, 1994

Using stock photos can make marketing materials distinctive yet not expensive.  Read more

Direct-Mail Tips on Tape

By Inc. staff |  Jul 1, 1994

A set of videos offers tips on creating successful direct-mail pieces.  Read more

Customer Tech

By Susan Greco |  Jul 1, 1994

Chart showing effectiveness of various gadgets designed to facilitate customer service.  Read more

How Has Technology Changed the Way You Do Your Job?

By Joshua D. Macht |  Jun 15, 1994

Various businesspeople comment on their use of technology.  Read more

Virtual Selling

By R. Scheier |  Jun 15, 1994

Several different companies are examined to see how they acquired sales automation technology and informatiion.  Read more

Staking a Claim on the Internet

By Steve Solomon |  Jun 15, 1994

This article focuses on early commerce explorers on the Internet, and tips for on-line marketing.  Read more

The Tab for Top Sales Talent

By Inc. staff |  Jun 1, 1994

Chart showing the annual salaries for top marketing-and-sales executives.  Read more

Restitution for a Rainmaker

By Susan Greco |  Jun 1, 1994

One Inc. reader discovered he wasn't paying his top sales staffer enough and had to raise his base salary.  Read more

Equity on Demand

By Martha E. Mangelsdorf |  Jun 1, 1994

One CEO gives away equity to foster brand loyalty.  Read more

TV or Not TV

By David Whitford |  Jun 1, 1994

How businesses are selling products through TV shopping channels such as QVC and Home Shopping Network.  Read more

The Do-It-Yourself Marketing-Effort Analysis

By Phaedra Hise |  Jun 1, 1994

Sortable spreadsheet allows CEO to assess sales performance and response to ads and direct mail.  Read more

The Power of a Daring Demo

By Susan Greco |  Jun 1, 1994

One company handed out samples at an upscale retailer and earned enough credibility to go into small specialty shops.  Read more

BYOB--Bring Your Own Booth

By Susan Greco |  Jun 1, 1994

By holding its own "tech fair," company shows off new products to clients and colleagues.  Read more

Comprehensive CompuServe

By Phaedra Hise |  Jun 1, 1994

How companies are using the CompuServe on-line service to find business information, including trademark searches.  Read more

Can TV Handle Another Madonna?

By George Gendron |  Jun 1, 1994

Publishing company announces it is considering using infomercials to promote the Bible.  Read more

Seed Capital: The Awful Truth

By Inc. staff |  May 1, 1994

Entrepreneur observes that while self-employment promises financial independence, he thinks of little besides money.  Read more

Your Most Valuable Hire?

By Phaedra Hise |  May 1, 1994

Three entrepreneurs compare notes on the value of hiring both a CFO and a sales director.  Read more