Sales and Marketing


Recent Sales and Marketing Articles

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

The Cost of Training New Salespeople

By Inc. staff |  Apr 1, 1993

Survey shows small companies spend more time and money training new sales hires than they did two years ago.  Read more

The Price of Inexperience

By Inc. staff |  Apr 1, 1993

Chart showing inexperienced entrepreneurs are more resource starved and have less start-up capital.  Read more

Comic Attitudes

By Alessandra Bianchi |  Apr 1, 1993

Start-up chain of comic-book stores faces competition from established companies for increasingly sophisticated market.  Read more

Mail-Order Basics

By Susan Greco |  Apr 1, 1993

Books to use for building a mailing list and generating publicity.  Read more

Fresh Pak

By Alessandra Bianchi |  Apr 1, 1993

Entrepreneurs are marketing plastic bags which preserve vegetables' freshness.  Read more

Faster Government Collections

By Jill Andresky Fraser |  Apr 1, 1993

Company has devised several strategies for collecting timely payments from the government.  Read more

The Cutting Edge

By Alessandra Bianchi |  Apr 1, 1993

Hair salons feature artwork and jazz music to enhance employees' creativity and pamper customers.  Read more

Profits in Private Labels

By Susan Greco |  Mar 1, 1993

How a private-label manufacturer boosted sales after merging with a brand-name manufacturer.  Read more

How Good Are Your Sales Skills?

By Susan Greco |  Mar 1, 1993

Ordering information for 'The Idea-a-Day Guide to Super Selling and Customer Service.'  Read more

Guaranteed Success

By Leslie Brokaw |  Mar 1, 1993

Cardinal Technologies exemplifies all the characteristics that make for start-up success  Read more

Are Small Companies Better?

By George Gendron |  Feb 1, 1993

Faxpoll results on the benefits of being a small company.  Read more

How Do You Pay Your Sales Force

By Susan Greco |  Feb 1, 1993

Chart showing how variously-sized companies pay their sales forces: salary, incentive program, or combination.  Read more

Business Birth and Death Rates

By Alessandra Bianchi |  Feb 1, 1993

Chart showing combined business birth and death rates for 1982-1992.  Read more

Smart Use of 'Special Offers'

By Susan Greco |  Feb 1, 1993

California software start-up offers low introductory price to attract potential customers.  Read more

New Thoughts on Pricing

By Susan Greco |  Feb 1, 1993

Information on obtaining a how-to booklet on pricing strategies for start-ups.  Read more

Cleaning Up International Mailing Lists

By Susan Greco |  Feb 1, 1993

How to improve the accuracy of international mailings.  Read more

Making Company Tours Pay Off

By Susan Greco |  Feb 1, 1993

How a Milwaukee manufacturer uses factory tours to sell its products.  Read more

Spend and Save

By Elizabeth Conlin |  Feb 1, 1993

A start-up company that allows people to save for retirement when they make consumer purchases.  Read more

Street Marketing

By Susan Greco |  Feb 1, 1993

Street marketing as a cost-effective alternative to conventional television, print, and direct-mail advertising.  Read more

Tracking Sales Leads On-Line

By Susan Greco |  Jan 1, 1993

A software company keeps its list of potential customers on a highly-organized computer database.  Read more

Getting Cash to Retailers

By Bruce G. Posner |  Jan 1, 1993

Retailers look to specialty finance companies for cash.  Read more

Rising Sales Taxes Pressure Profits

By Inc. staff |  Jan 1, 1993

Chart shows record highs for sales-tax rates in 1992.  Read more

Toward Hassle-free Mail Order

By Robert A. Mamis |  Jan 1, 1993

Five tips for hassle-free mail order.  Read more

Confessions of a Passionate Shopper

By George Gendron |  Jan 1, 1993

Introduction to Inc.'s first annual small company design awards.  Read more