Sales and Marketing


Recent Sales and Marketing Articles

How Do You Know When It's Time to Leave?

By Elizabeth Conlin |  Feb 1, 1994

The founder of an ad agency struggles over the decision to leave her company.  Read more

Next Stop: Kiev

By Alessandra Bianchi |  Jan 1, 1994

A founder of MapInfo has moved to Kiev to work in a business incubator, providing help to would-be capitalists.  Read more

Contemporary Greetings

By Alessandra Bianchi |  Jan 1, 1994

New greeting card start-ups provide an alternative to their more traditional counterparts.  Read more

Do-It-Yourself Job Creation

By Anne Murphy |  Jan 1, 1994

Profiles of entrepreneurs who are creating their own jobs and changing the face of business.  Read more

Riding on Real Feedback

By Susan Greco |  Jan 1, 1994

Designer of women's cycling shorts has assembled a cross-country sounding board for new products.  Read more

Beyond 'All the News That Fits'

By Inc. staff |  Jan 1, 1994

Advice on producing a newsletter that people will read and remember; reviews of design publications.  Read more

The Model Damage-Control Letter

By Leslie Brokaw |  Jan 1, 1994

After a botched job, the right combination of explanation, apology, and compensation can make a difference.  Read more

'Cyber-Service' Comes of Age

By Phaedra Hise |  Jan 1, 1994

A look at how electronic mail is changing the face of customer service.  Read more

Market Research, Student Style

By Alessandra Bianchi |  Dec 1, 1993

Working via electronic mail, market research company employs a flexible work force of graduate students.  Read more

Starting from Scratch

By Inc. staff |  Dec 1, 1993

A quote from a company founder on the importance of a professional marketing image.  Read more

What's Luck Got to Do with It?

By Teri Lammers |  Dec 1, 1993

A latex-glove and -condom manufacturer wins the 1993 Emerging Entrepreneur of the Year Award.  Read more

The Deal Maker

By Phaedra Hise |  Dec 1, 1993

The director of a nonprofit organization has helped small businesses bring a Toledo neighborhood back to life.  Read more

The 'No-Money-Down' Sales Force

By Susan Greco |  Dec 1, 1993

How a software company assembled a sales force on a shoestring.  Read more

Getting Past 'A Foot in the Door'

By Inc. staff |  Dec 1, 1993

Selling a relationship can prove more successful than selling a product.  Read more

Making Fans on Talk Radio

By Phaedra Hise |  Dec 1, 1993

How one direct marketer has scored with radio ad campaigns; plus a phone number for a free booklet, 'Why Radio?'.  Read more

Hot Line to the Top

By Vera B. Gibbons |  Dec 1, 1993

A company set up a 24-hour hot line to record customers' messages, which the president responds to within 24 hours.  Read more

Quick-Response Apparel

By Alessandra Bianchi |  Nov 1, 1993

A look at three apparel-on-demand companies.  Read more

Down-and-Dirty Forecasting

By Susan Greco |  Nov 1, 1993

CEO studies the regional prices of heavy equipment to determine up-and-coming states in which to do business.  Read more

A Salvo in the Postage War

By Susan Greco |  Nov 1, 1993

Using a magazine "ride-along" program to increase market for catalog products. Resource phone numbers provided.  Read more

Every Employee a Service Rep

By Susan Greco |  Nov 1, 1993

All employees are trained to answer customers' questions and receive incentives to participate in call-back program.  Read more

Bonuses for the Right Moves

By Susan Greco |  Oct 1, 1993

One company tracks its sales reps' activities and rewards them for following each step it takes to make a sale.  Read more

First-Pass Telemarketing

By Susan Greco |  Oct 1, 1993

How one company landed nearly 100 new accounts by training customer-service people to do telemarketing.  Read more

First-Class Export Help

By Susan Greco |  Oct 1, 1993

SBA program pairs business schools with small companies so students learn while counseling the companies.  Read more

Stretching Marketing Dollars

By Inc. staff |  Oct 1, 1993

Chart showing what kinds of strategic alliances companies have entered in the past five years.  Read more

Student Research for Free

By Inc. staff |  Oct 1, 1993

Information on the SBA's Small Business Institute program, which pairs business schools with small companies.  Read more

Face-off

By Tom Ehrenfeld |  Oct 1, 1993

Two men, each with an Inc. 500 clothing company, debate the differences between their companies.  Read more

Masters of the Ordinary

By Anne Murphy |  Oct 1, 1993

How four companies made the Inc. 500 by putting extraordinary thinking into building an ordinary business.  Read more

What Telemarketers Must Know

By Phaedra Hise |  Oct 1, 1993

Ordering information for telemarketing guidelines from the Direct Marketing Association.  Read more

The Double-Duty Sales Script

By Phaedra Hise |  Sep 1, 1993

A straightforward way to ensure that all your salespeople are moving in the right direction.  Read more

Modern Marketing 101

By Susan Greco |  Sep 1, 1993

Two books explore current marketing themes and strategies.  Read more

Putting the 'Green' into Evergreen Sales

By Susan Greco |  Sep 1, 1993

How one small company assessed the risk and payoff of setting up a strategic partnership with a customer.  Read more

Image Trouble

By Peter Laundy |  Sep 1, 1993

Ensure that your marketing efforts reflect the character of your company, not an image you hope your market will buy.  Read more

Growing Business by Going Global

By Inc. staff |  Sep 1, 1993

Market intelligence on People's Republic of China; gadgets that make int'l telecommunications easier.  Read more

Winning Back a Lost Customer

By Susan Greco |  Sep 1, 1993

Tips on handling the loss of a major client.  Read more

Mailing Makeover

By Phaedra Hise |  Sep 1, 1993

How one company raised its customer approval ratings by asking for opinions and following up on them.  Read more