Sales and Marketing


Recent Sales and Marketing Articles

When's the Right Time to Hire a Sales Manager?

By Susan Greco |  Sep 1, 1993

Five CEOs' reasons for hiring or not hiring sales managers.  Read more

Recruiting the Newly Retired

By Susan Greco |  Aug 1, 1993

Jo Anne Schiller hired recently-retired sales reps, who already know the territory and can work on commission alone.  Read more

The Sales-Incentive Gap

By Inc. staff |  Aug 1, 1993

Chart comparing importance employers attach to sales tasks with incentives they provide for performing them.  Read more

The Apple Tree

By Robert A. Mamis |  Aug 1, 1993

How Apple Computer contributed to the founding of more than 100 companies by its employees.  Read more

It's Job Generation, Stupid

By Bo Burlingham |  Aug 1, 1993

What Bill Clinton had better learn about how jobs, wealth, and individual prosperity are created in America.  Read more

The Score on Sports Sponsorship

By Susan Greco |  Aug 1, 1993

Two companies' experiences with sponsoring sporting events.  Read more

Ready, Willing, and Able

By Inc. staff |  Aug 1, 1993

Reader-to-reader advice.  Read more

Sing to Me, Baby

By Jay Finegan |  Aug 1, 1993

Story of a start-up that has invented a market for itself.  Read more

Is New Balance Headed for a Fall?

By Christopher Caggiano |  Aug 1, 1993

FaxPoll results on New Balance's strategy for competing with Nike and Reebok.  Read more

Customer Letters to Live By

By Susan Greco |  Aug 1, 1993

Ordering information for 'The Complete Customer Service Letter Book' by Ed Werz and Sally Germain.  Read more

Rewarding Balanced Sales

By Susan Greco |  Jul 1, 1993

Company keeps sales force tuned in to the full product line by paying an override commission to reps who meet goals.  Read more

The Big Picture on Pay

By Susan Greco |  Jul 1, 1993

Ordering information for Strategic Pay by Edward Lawler, which lays out options to traditional commission systems.  Read more

How Salespeople Spend Their Time

By Inc. staff |  Jul 1, 1993

Chart showing amount of time salespeople spend on differnt tasks.  Read more

Reasons for Starting a Business

By Inc. staff |  Jul 1, 1993

Chart showing reasons entrepreneurs gave for starting their own businesses.  Read more

The Art of 'Reference Selling'

By Susan Greco |  Jul 1, 1993

Tips on using customer references as marketing tools.  Read more

When Wal-Mart Comes to Town

By Edward O. Welles |  Jul 1, 1993

How one small town reacted to Wal-Mart's opening three stores in the area.  Read more

Pushing the Customer-Service Envelope

By Phaedra Hise |  Jul 1, 1993

Two executives relate stories of how pushing the limit on customer service paid off for their companies.  Read more

Best Love of Product: True Believers

By Alessandra Bianchi |  Jul 1, 1993

How some companies cultivate their employees' pride in and passion for their employer and/or product.  Read more

Stand and Deliver

By Susan Greco |  Jun 1, 1993

Summary of two Dale Carnegie workshops on sales presentations.  Read more

Hot Tips for Foreign Sales

By Phaedra Hise |  Jun 1, 1993

Company used information gathered at foreign trade shows to tailor its product to foreign markets and improve sales.  Read more

Long-lasting PR

By Michael P. Cronin |  Jun 1, 1993

One law firm received much positive PR when it comissioned photographs of clients and local companies.  Read more

The Attention-grabbing 'Telegram'

By Robert A. Mamis |  Jun 1, 1993

Two services from Western Union allow companies to use the urgency of a telegram as a marketing tool.  Read more

Talking Through Service Costs

By Susan Greco |  Jun 1, 1993

Service provider focuses on customer expectations and sets prices accordingly.  Read more

When Customers Call...

By Susan Greco |  Jun 1, 1993

Chart showing that customers are more satisfied the fewer times they have to call to get problems solved.  Read more

Phone Feedback

By Inc. staff |  Jun 1, 1993

Quote from The Baldrige, What It Is, How It's Won, How to Use It to Improve Quality in Your Company by Hart and Bogan.  Read more

The Art of Selling

By Susan Greco |  Jun 1, 1993

How some companies have abandoned old-style sales for a whole new kind of relationship with customers.  Read more

A Business Transformed

By John Case |  Jun 1, 1993

How one CEO transformed his entire company in order to make its service indispensable to its customers.  Read more

Cashing In on Home Delivery

By Phaedra Hise |  May 1, 1993

A company using a third-party delivery service enjoys increased profits and expanded marketing capability.  Read more

Marketing by Mentor

By Susan Greco |  May 1, 1993

A CEO spends half what most small companies do on marketing by asking pros from other companies to be his advisers.  Read more

Telesales Tips

By Susan Greco |  May 1, 1993

Ordering information for The Logic, Power and Use of Telesales and Telemarketing from Culpepper and Associates.  Read more

Surviving in the Nike/Reebok Jungle

By Jay Finegan |  May 1, 1993

New Balance tries to compete in a shrinking industry dominated by intensely competitive giants.  Read more

Great Ways to Lose Business

By Inc. staff |  May 1, 1993

CEOs of fast-growing small companies describe their common sales and marketing blunders.  Read more

Street-Smart Pricing

By Susan Greco |  May 1, 1993

Marketing to universities, a CEO sold colleges licenses to copy her software and sell it cheaply to students.  Read more

Network: May 1993

By Karen E. Carney |  May 1, 1993

Network: Reader to reader advice.  Read more

When Quotas Don't Work

By Susan Greco |  Apr 1, 1993

How a company dropped sales commissions to improve customer service and encourage inter-office cooperation.  Read more