Tap into the New Networking, Networking Article
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Sales
Recent Sales Articles
Wanted: Paying Customers
Most companies spend a lot of energy tracking down customers. It helps to have creative ways of finding the right people to whom you should be selling you... Read more
Don't Toss the Junk Mail
Looking for a big customer to boost your business? Sometimes you can find sales leads and contact names on product labels or direct mail pieces,Read more
Sales Shine at Show Time
Trade shows aren't simply a place to swap business cards and build relationships anymore," says Sam Ganglani, treasurer of Mannix World, a clothing manufa... Read more
Training for a Chain Reaction
Want to get your product into a big retail chain but having trouble getting an appointment with a buyer and finding out how to handle such a sale? Fear no... Read more
Just Desserts
You're inhaling the last string of fettuccine, mopping the last crust of bread through the marinara sauce. Your potential customer sits across from you, f... Read more
Present Before You Propose, Presentation Skills Article
Present Before You Proposek"> "Don't kick off a meeting with aRead more
High-Caliber Bullets
Design Basics, a home-plan publisher, risks losing sales to its competitors because the home builders who sell its products don't represent Design Basics ... Read more
Ally with Inside Assistants
Having a tough time getting in to see a decision maker? Maybe you aren't talking to the right people. According to Tom Cottingham, founder of NarrowCast C... Read more
Selling the Superstores
Giant retail chains can put even tiny manufacturers in the national limelight overnight. But getting onto the giants' shelves isn't easy, and staying ther... Read more
Good Humor for Cold Calls
Patty Glass, the owner of a $600,000 art consultancy in Cincinnati, finds she gets good results on the phone by coming clean right away. Here's one variat... Read more
Short and Sweet
Got a minute? In Matt Hession's experience, just about everyone does. And besides, once people saw Hession take off his watch, they couldn't wait to take ... Read more
" Getting to Yes, After All"
I don't think of myself as a salesperson," says Kim Whittaker. But the president of Baby Faire, a product, services, and information expo for prospective ... Read more
K.I.S.S. at Work
When mounting competition threatened C.A. Short Co.'s growth, President and CEO Charles Davis figured that the fastest way to expand sales for the company... Read more
Senses and Sensibility, Presentation Skills Article
Senses and Sensibility ... Read more
Bottoms Up!
Making a major sale is a process of nurturing relationships, egos, and interest within an organization while pushing your own company's agenda. "Nobody li... Read more
Call on an Impulse
It wasn't until Nick Molina got desperate that he found out he was selling his product in the wrong places. Molina, cofounder and CEO of Let's Talk... Read more
Backup for the Band
One way to eliminate time-consuming follow-up with prospects is to follow through immediately when you meet them. This becomes critically important at tra... Read more
Field Marshals
The best folks to turn to for marketing advice may be the independent salespeople who represent your company. Not only are they most familiar with your pr... Read more
Picking Sales Hotshots
If independent sales agents are the lifeblood of your business, you know that good producers are hard to find and even harder to hold onto. About 80% of s... Read more
Curtain Going Up
Presentations are performances. The best way to prepare for a performance is to rehearse. So, why not borrow a technique from the theater and hold... Read more
What's Your Incentive?, Going Solo Article
'); h1">What's Your Incentive? ... Read more
School of Hard Knocks
To teach one of his managers the difference between good and bad sales, Norm Brodsky took him cold-calling for a day. The manager insisted he couldn't sel... Read more
New-Product Survival Strategies
When Milwaukee-based Koss Corp., a $40-million stereo-headphone maker, decided to enter the promising new market of computer headphones and speakers, sale... Read more
Vintage Salesmeister
Agustin Huneeus, president of a $50 million winery in Rutherford, Calif., noticed that when he went to a fancy restaurant to dine, he rarely found one of ... Read more
Two-Tier Telemarketing
With only a $5,000 product to offer, CWC Software, in Braintree, Mass., can't afford to put a salesperson on the road. So the 15-year-old company - which ... Read more
Playing Well with Others, Team Building Article
Playing Well with O//ars ... Read more
Heat Up Cold Calls, Self-Promotion Article
px 0px 0px 0pxh1">Heat Up Cold Calls href="h Cold calling n="a hard sell. But not iflick call the right people. Carme... Read more
Terms of Endearment
Don't sign on new customers until they've agreed to your payment terms. Read more
A Passion for Forecasting
Generating an accurate annual sales forecast will save you from wreaking havoc in your company next year. Read more
Forget Spreadsheets
Brodsky stresses that the best way to track monthly sales and gross margins is to do it by hand. Read more
When the Price Isn't Right
A veteran entrepreneur explains that to win loyalty, you have to offer more than a discount. Read more
Cold-Calling the Fortune 1000 for Advice
When Doug Mellinger started his New York City - based software business, PRT Group Inc., he didn't let fear of rejection stop him from cold-calling the to... Read more
Semi-Virtual Sales
Inc. Technology 's editor comments on retailing on the Web, and discusses the summer issue of the magazine. Read more
Stay the Course
A noted small-business CEO explains why you should never, (ever!) change your annual plan in the middle of the year. Read more
