Obit: Travel Service Folds When Friend Turns Foe
Here's why Suncoast Representation Services went down in flames when a large competitor entered the market and slashed the commissions it paid. Read more
Sales
Recent Sales Articles
Hot Tip: Sales Calls
Don't expect to lower your sales costs just because you're on the Web. Robert Ross, CEO of Lowestrate.com Inc. -- ... Read more
Hitting the Market
As an entrepreneur in technology companies, I've spent my fair share of time digging out from common pitfalls entrepreneurs make. As a venture capitalist ... Read more
Everything I Know about Leadership, I Learned From the Movies
A look at 10 films that can help teach you how to inspire your organization, earn loyalty and respect from employees, turn crises into triumph, and become a ... Read more
The Word Is Out
One cold call to a dealer can start word-of-mouth advertising and get your product into stores. Lynn Gordon, proprietor of French ... Read more
Business Torts: Misrepresentation, Contract Interference, and Unfair Competition
A general understanding of business torts can help you protect your bottom line. Read more
Moments of Decision
A mere business account will never jar you quite like your big date with the Grim Reaper will, but any account could change the way you do business -- or ... Read more
A Social Life Can Increase Business Success
For many entrepreneurs, networking consists of reluctantly attending a random meeting or two while for some it is a effortless and natural daily activity.... Read more
Networking: Passively Schmooze, and You'll Lose
Travel time needn't be just a chance to catch up on reading the latest books. Whenever Kathi Jones, human- resources and recruiting manager at Aventail Co... Read more
Keeping Your Contracts Simple--and Enforceable
For most contracts, legalese is not essential or even helpful. On the contrary, contractual agreements are best expressed in simple, everyday English. Read more
Planning for Increasing Sales in 2000
How much sales growth is it possible for your company to achieve next year? Forsome companies, this number is derived from a thorough examination of thepo... Read more
Marketing Strategy in the Global Information Age
In turbulent markets that are affected by increasedpolitical and economic unrest in the global marketplace, continuing to follow the same paths for market... Read more
Bargaining for Advantage
"Every minute you're not negotiating skillfully is an opportunity cost,"says Richard Shell, chair of the legal studies department at Wharton and author of... Read more
Formula for Success
Say you're about to roll out a seasonal mail campaign or exhibit at a trade show. What kind of sales payback can you expect from such marketing initiative... Read more
Check Your Sales Leads
Use the Internet to research prospective customers before making pitches--you'll save time and money and be impressively well-prepared. Read more
Having it All
In an excerpt from his new book, "The Magic of Dialogue: Transforming Conflict into Cooperation," Yankelovich argues that America can embrace the visions of ... Read more
Action Plan: Using Economic Forecasts
Track the economy so you can prepare for your business's future. Read more
Hot Tip: Staying Informed
In the throes of launching a start-up, it's hard to keep up with the news. To stay informed in the fast-changing Internet marketplace, Gr... Read more
Real-World Negotiating
In "Negotiating in the Real World," author Victor Gotbaum offers tough and practical approaches to getting what you want. Read more
Hot Tip: Purchasing Discounts
Art Allen, founder of Allen Systems group, an enterprise software company in Naples, Fla., looks to his major suppliers, such as Xerox, to help his compan... Read more
Battle Grounds
Here's how Rand Smith, the founder of coffee-bar chain Maine Roasters Coffee, competes with Starbucks by leveraging the Maine tradition of supporting locally... Read more
The Road Not Taken
Traveling CEOs often lose touch with their employees and company cultures. Here's how too much travel can hurt your business, particularly during its formati... Read more
Getting Salespeople Up to Speed Fast
How long should the initial training session for your sales force be? The answer may surprise you. Read more
Competing Interests
Several Inner City 100 CEOs explain why they don't fear the influx of new rivals. Close ties to customers, adaptability, and local networking prove powerful ... Read more
I Need Marketing Advice. To Whom Can I Turn?
Try the independent sales reps who represent your company in the marketplace. Instead of wasting time touting his company's products at meetings with his ... Read more
Masters of Improvisation
The cofounders of Global Travel International rejected traditional travel-industry business models by designing their company to respond to change and opport... Read more
How to Benchmark Sales-and-Marketing Budgets
Here's how to determine the percentage of gross revenues you should budget for sales and marketing. Includes a look at what large companies spend and nationa... Read more
Turn a Literature Follow-Up Call into an Appointment
When you initiate a telephone sales call, it is important to remember thatthe prospect is not as prepared for this conversation as you are. Before youcall... Read more
A Little Research Makes Better Cold Calls
Personalize your cold calls for better results. Read more
The Right Voice-Mail Message Will Get You Through
When cold calling, leave a voice-mail message that encourages prospects to call back. Read more
What's The Value Of That Prospect?
Use these steps to help determine the value of your prospects. Read more
Building a Realistic Sales Forecast
Combine the values of all of your prospects in order to create a total sales forecast. Read more
How's Your Cover?
Whether people admit it or not, everyone judges a book by its cover. So it'simportant to make sure the first time someone walks into your business or stor... Read more
Know Why They Buy
All customers make their buying decisions based upon one of these reasons: Economic They believe the purchase will make them ... Read more
