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
Sales
Recent Sales Articles
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
The State of Small Business 1997
One of Inc.'s executive editors presents some thoughts and comments about the current state of small business. Read more
The Evolution of the Professional Entrepreneur
Characteristics of some company builders from days past and how they differ from those building businesses today. Read more
The New-Economy Almanac
A statistical and informational snapshot of today's businesses and how they are operating in the new economy. Read more
I Need Good Sales Reps. Where Do I Look?
Tony Prisco of GI Apparel, a $20 million company in Farmingdale, N.J., turns to other companies for help finding top-notch reps to sell his novelty ... Read more
With Luck, This Biz Will Go Down the Toilet
A look at how an entrepreneur is trying to grab shelf space for his moist toilet tissues. Read more
How Can I Improve My Presentations to Potential Investors?
Consider attending venture capital fairs early on. That's the recommendation of Diane Vincent, a senior editor at Exam Master Corp., a publisher of ... Read more
Listen and Earn
A veteran entrepreneur explains why it's important to relearn the lost art of listening to customers. Read more
Entrepreneur Aims to Make Change in Vending Machines
Overview of a company attempting to lease an affordable, turnkey service that will monitor vending machines. Read more
Running Out of Time
A look at a start-up struggling to sell its better mousetrapto the government and what it's doing wrong. Read more
The Best-Laid Plans
A vetern entrepreneur explains why you have to know where you want to be before you let your company take you there. Read more
Fishing for Big Ones
Owners of small companies usually figure that if they can prove themselves with a few smaller clients, they'll be able to attract bigger accounts. Not Jer... Read more
One Door Closes, Another One Opens
T& K Roofing Co., a contractor, in Ely, Iowa, had sprung a leak. Profit margins had dwindled from 5% to 1% on sales of $2.5 million. To patch things up, K... Read more
Go Write to the Top
"There are moments when customers simply want to let off some steam and be heard by someone who matters," says Hartley Peavey, founder and CEO of Peavey E... Read more
Keep the Boss Quiet
In the start-up days of any company, it's perfectly logical for a CEO to double as chief salesperson. But once business starts to take off, it makes littl... Read more
Direct Line to Top Service
Customer feedback is the raw material needed to improve customer service. To give customers an opportunity to offer feedback, the Fire House Car Wash, an ... Read more
Homegrown Details
Losing sales because of lousy service by shelf-stocking companies is a risk. Big retailer chains avert this risk by contracting "retail-detail" companies,... Read more
Learn by Teaching
Training customer-service reps to be experts on a number of changing products is not as difficult as it sounds. Maureen Betses, service director at Harvar... Read more
Upgrading Computers on a Limited Budget
USF Seko Worldwide, a freight-forwarding company in Elk Grove, Ill., has a novel way of deciding who gets new computers on a limited technology budget: Th... Read more
The Good, the Bad, and the Erotic
Inc. Technology's editor thinks about the new fast pace of business, and offers an overview of issue Vol. 4, 1996. Read more
Software That Thinks
Here's a look at how companies can use artificial intelligence to track customers and predict market trends. Read more
My Company Is Small. How Can I Attract My First Big Client?
The president of a direct-marketing agency tells how he landed his largest client. Read more
