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
Sales
Recent Sales Articles
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
Replace Yourself
You may be the best salesperson your company has ever had, but it still might be time to hire a sales manager. Read more
A Nation of Sellers?
On the phone, Bill Gouldd projects a school-boy hesitancy and eagerness to please. It's hard to believe that G... Read more
The Inc. 500: Inc.'s 15th Annual List
A senior Inc. editor offers an overview and some thoughts on the 1996 Inc. 500. Read more
What Business Would You Start Today?
One Inc 500 CEO explains how he would like to brew a novelty beer as his next start-up. Read more
What Business Would You Start Today?
An Inc 500 CEO explains how he would like to launch a company producing home-automation technology as his next start-up. Read more
Booth Toll
The quick story of how one company's hellish trade show experience ended with its largest sale ever. Read more
What Business Would You Start Today?
An Inc 500 CEO explains why he would like to try producing programmable golf carts for his next start-up. Read more
What Business Would You Start Today?
Two Inc 500 CEOs explain why they would like to try to franchise cigar boutiques as their next start-up. Read more
Bid to Win
Some hints on how to bid jobs successfully. Read more
News Flash
A brief overview of the SBA's Service Corps of Retired Executives program. Read more
The Smoke-Filled Tomb
An economist reveals which political party will be best for the health of the new economy and why. Read more
EDI: Early Adoption Pays Off
A manager explains how his company increased profits by using electronic data interchange. Read more
The Capacity Trap
A veteran entrepreneur explains why cutting prices to sell unused capacity is not as good an idea as it may seem. Read more
Going for the Green
A close-up look at a museum-like golf shop that is sure to spark interest, but will it sell golf equipment? Read more
Things We Love
A CEO explains why the Voice Organizer 5500 is his favorite electronic gadget. Read more
The State of Small Business 1996
Inc.'s editor-in-chief offers some comments and an overview of the 1996 special issue, The State of Small Business. Read more
Place Matters
A look at some data showing how the economies of various geographical regions of the U.S. are performing. Read more
The 1996 Inc. 100
A list and ranking of the 100 fatest-growing small public companies in America for 1996. Read more
Just Say No
Seven CEOs give different examples of when they refused to make deals to avoid doing bad business. Read more
Found Horizons
Inc. Technology's editor offers some thoughts on the World Wide Web and an overview of the magazine. Read more
Are You Ready for the Networked Economy?
American business is dividing into three worlds. Take this quiz to see where your business fits in. Read more
Phone Improvement
A close-up look at a start-up that focused on the market first, and then created a product for that market. Read more
Operations: 'E-mail, or Else!'
A software developer insists that his dealers go on-line with E-mail. Read more