How to Spot Trouble in Your Financials
Diagnose what's wrong with your company by zeroing in on your financials. Read more
Sales
Recent Sales Articles
Cash Flow Projections Made Easy
Here is a 4-step process you can use to create cash flow projections you can trust. Read more
Finding Your Currency
"What if I don't have much to offer?" You know, I'm shocked and a bit sad by the number of people who ask that when I explain that to build strong relati... Read more
Nepotism Pays
Ever heard that hard work leads to success? Apparently, that's wrong. Last month, our poll revealed that Inc.com readers believe the number one re... Read more
Reeling In the Big One
Landing a big, brand-name client can make all the difference. Here's how a start-up can do it. Read more
The Lowly Co-op Gets a Makeover
Minnesota's unique start-up boom. Read more
Don't Keep Score
As in all relationships, in business, there is no quid pro quo. Read more
How to Know What They Will Buy
Forecasting demand is never easy; here are some tips for making the process work for you. Read more
Kill the Commissions
The case for dropping individual commissions. Read more
Lessons from the Green
Want to know how to make it to the top of your game? It's easy, if you throw out many of the things you've been taught over and over. Throw out all that ... Read more
Let's Shake on It
The handshake deal embodies the best of our culture. Unfortunately, it can leave open the door for the worst. Read more
Hot Tips #10: Learn to Love Objections, Selling Skills Article
The Pro: Bob Calvin The Company: Management Dimensions in Chicago Key S... Read more
Hot Tips: Motivate Your Sales Stars, Sales Management Article
The Pro: Pat Cavanaugh The Company: Cavanaugh in Pittsburgh Key Stat:Read more
Hot Tips: Reduce the Number of Accounts Per Salesperson, Sales Management Article
The Pro: Ted Guthrie The Company: ASG Software in Naples, Fla. Key Stat... Read more
Hot Tips: Create a Career Path in Sales, Sales Management Article
The Pro: Ned McCauley The Company: The Access Group in Atlanta Key Stat... Read more
Hot Tips: Keep Score in Public, Sales Management Article
The Pro: Don Pesceone The Company: Incredible Technologies in Chicago K... Read more
The Master of the Soft Touch
Did you make your numbers this quarter? At Dan Weinfurter's company, that's the least important question. Read more
Secrets to Winning the Complex Sale
Peter Groop took HP's, GE's and IBM's leftover products and built one of the hottest sales teams in America to sell them. Inc . contributor John A... Read more
The Writing Online
Most independent booksellers would consider it suicide to go up against online bookselling giants Amazon.com and Barnes and Noble, but it didn't fluster M... Read more
The Ultimate Sales Incentive
What's the ultimate sales incentive? A seller of dirt has found that awarding free vacations is one way to move tons of product. Read more
Closing the Deal
Three big-time investors have rolled into Miami to listen to 33-year-old whiz kid Marcelo Claure try to sell them a chunk of his company--and, my God, he's l... Read more
Trash Talkin'
No one likes to admit it, but bashing the competition is part of doing business. Read more
Reinventing the PowerPoint
New tech tools to liven your tired old PowerPoint presentations--and give your online marketing efforts a boost. Read more
Talking Shops
Shopping maven Paco Underhill on how malls can save themselves. Read more
Getting Ready for Prime Time
Selling a new product? QVC's stamp of approval is increasingly powerful Read more
Getting to No
Y2 Marketing is extra-picky about its customers---so picky that its sales staff often won't take yes for an answer. Read more
The Lure and Danger of Big-Client Projects
It's every small-business owner's dream to land a big contract with a big corporation -- or is it? Three years ago, Leslie Saunders, president of L... Read more
Take It Or Leave It: The Only Guide to Negotiating You Will Ever Need
If you want to be a better negotiator, you can buy 24 books, take 12 courses, and attend 7 seminars -- or, you can read this article . Read more
Cheat Sheet: Economic Indicators
Well-known economist Gene Sperling reveals his top resources for gauging economic performance in "Read more
Six Kinds of Jelly Beans: How the Perception of Variety Influences Consumption
Barbara Kahn calls them candy jungles -- the bulk confection stores that have become ... Read more
What It Says on the Tag
Conference wallflowers rejoice: nametags that do the talking for you. Read more
Finding Sales Leads
Advice on how to find better sales leads for your company. Read more
It's About the Whole Relationship
There's been a lot of focus lately on making sales forces more efficient, with the assumption that if a sales rep can spend more time with customers, addi... Read more
Grading Places
Gotham retailers react to Zagat's just-published New York City Shopping Survey. Read more