Sales


Recent Sales Articles

Strap on Your Helmets

By Susan Greco |  Dec 1, 2001

How is hard-charging Pat Cavanaugh managing hesitant customers, national uncertainty, and longer sales cycles? He's forecasting 40% growth for next year.  Read more

Get With the Programmers

By Andrew Raskin |  Dec 1, 2001

Can Linux really take on Microsoft's Windows? Our man in the Valley risked possible sunburn and certain embarrassment to find out.  Read more

Do you have any tips on developing cold-calling skills?

Nov 19, 2001

Sales mentor Pat Cavanaugh reponds to the following question from an Inc.com user: My company gets most of its clients through w...  Read more

What advice do you have for a cold caller who sells services?

Nov 19, 2001

Sales mentor Pat Cavanaugh reponds to the following question from an Inc.com user: I'm 24 years old and in my second sales job. ...  Read more

Master Networkers

By Megan Reilly |  Nov 15, 2001

Acquiring clients -- and employees -- on a limited budget.  Read more

The Surprise Economy

By John Case |  Nov 1, 2001

The delicate art of selling to nonprofits.  Read more

Hot Tip: Partner with Your Banker

By Susan Greco |  Aug 1, 2001

Turn your relationship with your bank into a win-win partnership.  Read more

No More Pre-Speech Jitters

By Jennifer A. Redmond |  Jul 18, 2001

For some of you, being well-prepared and getting a good night's sleep are the keys to a successful presentation. For the rest of us, nerves take over rega...  Read more

Gentleman's Agreement

By Leigh Buchanan |  Jun 1, 2001

A look at recruitment maestro Dan Caulfield's new idea to recruit from companies laying off senior-level employees.  Read more

Do-It-Yourself Networking

By Anne Marie Borrego |  Mar 15, 2001

When Jack Plunkett, a Houston-based CEO, went to Silicon Valley to learn more about technology networking, he brought back a new idea for a more structured n...  Read more

Prepare and Present the Perfect Speech

By Patricia Fripp |  Jan 24, 2001

Get Publicity and Bolster Profits through Public Speaking Why speak publically? What ca...  Read more

Tea Maker Puts Consumers' Tastes First

Jan 10, 2001

In the September 1997 issue of Inc. magazine, Orgegon Chai was profiled as part of the Anatomy of a Start-Up series. In January 2001, Inc.Read more

Consider a Career in Public Speaking

By Patricia Fripp |  Dec 5, 2000

Editor's note: This article is the sixth and final article in a series on preparing and presenting the perfect speech. If you have questions or commen...  Read more

A Sales Refresher Course

Dec 1, 2000

Close More Sales! by Mike Stewart. AMACOM, 1999, 272 pages, $17.95. Sweaty palms and anxiety are not uncommon...  Read more

Hot Tip: Be Nice to Your Neighbors

By Kate O'Sullivan |  Dec 1, 2000

It pays to be nice to your neighbors. When Darren Gardner moved into new office space to start his equipment-leasing company, Alliance Capital, in Los Ang...  Read more

Conquer Distractions When Delivering a Speech

By Patricia Fripp |  Nov 29, 2000

Editor's note: This article is the fifth in a series on preparing and presenting the perfect speech. If you have questions or comments regarding this ...  Read more

Deliver a Stellar Speech

By Patricia Fripp |  Nov 16, 2000

The big day has come. You're ready to deliver your talk. But you need to do a few final things before facing your audience. Check in ...  Read more

Polishing and Rehearsing for a Perfect Presentation

By Patricia Fripp |  Nov 3, 2000

Editor's note: This article is the third in a series on preparing and presenting the perfect speech. If you have questions or comments regarding this ...  Read more

Writing and Organizing a Winning Speech

By Patricia Fripp |  Oct 30, 2000

How do I organize my talk? There are two basic outlines that work well for the beginning speaker. The Alc...  Read more

Get Publicity and Bolster Profits through Public Speaking

By Patricia Fripp |  Oct 20, 2000

One of the best ways to promote your product or service and expand your customer base is also one of the cheapest. Interested? It's public speaking. I kno...  Read more

Tips and Sales Techniques for Cold Calling

Oct 17, 2000

Advice on developing one of the most difficult skills in sales.  Read more

CEO's Regret #7: Charging Too Little for Too Long

By Rifka Rosenwein |  Oct 15, 2000

Behind every successful CEO probably lurks at least one major regret. The best, or the luckiest, CEOs learn from their mistakes and get an opportunity to ...  Read more

Wisdom Won the Hard Way

By Emily Esterson |  Oct 15, 2000

Bill Aberman's first business failed when his sole customer, the federal government, made cut-backs. Now, his current Inc. 500 company, Personnel St...  Read more

Fast-Sinking Star

By Donna Fenn |  Oct 15, 2000

After making the #1 spot on the 1996 Inc. 500, multilevel marketer Bill Gouldd slid and folded in a settlement with the Federal Trade Commission.  Read more

Polish Your Prose

By Kimberly Stansell |  Oct 2, 2000

Everything you write is a chance to make a good impression. Yet companies lose business every day because they submit proposals that contain grammatical, ...  Read more

Practice the Art of Effective Negotiation

By Kimberly Stansell |  Oct 1, 2000

Negotiation is a fact of life. The key to success is remembering that everything is negotiable -- and to get a deal you must ask for one. Many businesspeo...  Read more

Open Up to New Ideas about Networking

By Jim Noble |  Oct 1, 2000

Networlding by Melissa Giovagnoli and Jocelyn Carter-Miller Jossey-Bass, 2000, 216 pages, $25 In Networldi...  Read more

The Roadblocks and Remedies of Networking

By Susan RoAne |  Sep 13, 2000

Roadblock Mother told us not to talk to strangers. However, when we are at fund-raisers or business socials, we are supposed t...  Read more

How can traditional and Internet sales effectively integrate?

Sep 8, 2000

Sales mentor Lillian Vernon answers the following questions from an inc.com user: I own a small but quickly growing specialty pu...  Read more

The Flip Side of the Boom

By Jill Andresky Fraser |  Sep 1, 2000

If you want to sell your company, your best bet is to get your business in tip-top shape before taking it to market. Plus: The fate of several companies feat...  Read more

For Women Mostly

Aug 20, 2000

Women have historically found it more challenging than men have to raise venture capital. But that's changing, as D.M. Osborne notes in Read more

Captivate Audiences with Powerful Presentations

By Patricia Fripp |  Aug 1, 2000

Today's audiences have short attention spans. They are stimulation junkies. Their television habits have coined a new term -- channel surfing. With the ad...  Read more

The Nonstop, 24-7 CEO Salesman

By Susan Greco |  Aug 1, 2000

Pat Cavanaugh not only sells more than just about anyone in his industry but also manages a fast-growing company at the same time. What's his secret? A perso...  Read more

Trend: Sales-Force Automation

By Sarah Schafer |  Jul 1, 2000

Various businesspeople tell how they have turned to sales-force automation.  Read more

How Fast Should My Inventory Turn?

By Charles J. Bodenstab |  Jun 19, 2000

The quicker inventory turns, the less cash you tie up.  Read more