Sales


Recent Sales Articles

Opposite Attractions

By David Whitford |  Dec 1, 1994

A look at the two winners of the 1994 Master EOY titles, their companies, and the runner-up.  Read more

The Decade-Long Overnight Success

By Susan Greco |  Dec 1, 1994

The turnaround EOY for 1994: A close-up look at a one company's struggle to return to former glory.  Read more

The Personals Touch

By Alessandra Bianchi |  Dec 1, 1994

The winner and runners-up of the award for the company that promises continued rapid growth, Emerging EOY.  Read more

The Good Seed

By Teri Lammers Prior |  Dec 1, 1994

The winner and runners-up of the 1994 Supporter of Entrepreneurship award.  Read more

Friend of the Family

By Tom Ehrenfeld |  Dec 1, 1994

The Socially Responsible EOY winner and runners-up for 1994.  Read more

Sales Management: Hot-Product Survival Guide

By Susan Greco |  Dec 1, 1994

Co-owners explain how they took their company into new markets and how the sales force supported the change.  Read more

Resource: Sale Automation Without Tears

By Susan Greco |  Dec 1, 1994

The author of 'Sales Force Automation,' George Colombo, offers tips to successful automation.  Read more

Sales-Force Turnover: Excuses, Excuses

By Susan Greco |  Dec 1, 1994

A chart displaying companies in terms of annual revenues and the percentage of salesforce turnover in 1993.  Read more

Gee, It Didn't Look This Way on Paper

By Phaedra Hise |  Nov 1, 1994

A quote from a natural-food start-up president warning against allowing green MBAs access to large amounts of capital.  Read more

What Business Would You Start?

By Joshua Hyatt |  Nov 1, 1994

Nearly 50 business luminaries, ranging from H. Ross Perot to Ed McMahon, are asked what businesses to start.  Read more

Diamonds in the Rough

By David Whitford |  Nov 1, 1994

While the Baseball strike lingered, a start-up league thrived. This story tells how and looks at future plans.  Read more

Benchmark: Sales Training Hit List

By Susan Greco |  Nov 1, 1994

A chart showing the type of training and percentage of respondents who cited it as "very important" for sales reps.  Read more

13th Annual Inc. 500: A Do-It-Yourself Guide

By Anne Murphy |  Oct 15, 1994

A quick introduction sampling what the 1994 winners of the Inc. 500 think about small-business success and growth.  Read more

#1: Working a Deal

By Leslie Brokaw |  Oct 15, 1994

A profile of the Inc. 500's number one company featuring how it achieved the title by working with larger companies.  Read more

Where the Growth Is: Hot Spots

By Anne Murphy |  Oct 15, 1994

A look at the best places to build an Inc. 500 company, and the 1994 winners displayed by state.  Read more

How to Start an Inc. 500 Company: Six Common Questions

By Inc. staff |  Oct 15, 1994

Six Inc. writers each examine one common question about starting a successful business.  Read more

The Making of an Inc. 500 CEO: My Favorite Job

By David Whitford |  Oct 15, 1994

A close-up article that features one CEO, and how he took his start-up publication to the top of the heap.  Read more

Growth Strategies: Growing with the Flow

By Martha E. Mangelsdorf |  Oct 15, 1994

A look at how various Inc. 500 companies achieved high growth in flat and perishing markets.  Read more

The Class of 1989: Where Are They Now?

By Teri Lammers Prior |  Oct 15, 1994

Various Inc. 500 companies of 1989 are featured showing different facets of the volatility of the new economy.  Read more

The Spirit of the 500: One Success Breeds Another

By Stephanie L. Gruner |  Oct 15, 1994

A look at a CEO who listened to the voice of experience and thrived.  Read more

Start-Up News: The ROI of SBDCs

By Alssandra Bianchi |  Oct 1, 1994

An overview of recent studies showing government spending on Small Business Development Centers yields high ROI.  Read more

Games Companies Play

By John Case |  Oct 1, 1994

This article examines how various business-people are using game-playing techniques to handle a wide variety of problems  Read more

The 60-Second Sales Pitch

By Joshua Hyatt |  Oct 1, 1994

A close-up look at a script that promises to present a sales pitch in one minute, and why this approach is effective.  Read more

Bootstrapping for Grown-Ups

By David Whitford |  Sep 1, 1994

An overview of preceding articles profiling a variety of companies that all share bootstrapped births.  Read more

Start-Ups from Scratch

By Inc. staff |  Sep 1, 1994

Eight brief profiles of companies launched with almost no money down.  Read more

Six-Shooter

By Alessandra Bianchi |  Aug 1, 1994

One retired company founder wound up starting six new companies.  Read more

Sales Manager as Team Player

By Susan Greco |  Aug 1, 1994

One company designed a bonus plan that encouraged managers to work as a team.  Read more

How I Lost It

By Gregory G. Braendel |  Jul 1, 1994

If you're inexperienced at business, you can forget how important it is to go with your gut feelings.  Read more

How Has Technology Changed the Way You Do Your Job?

By Joshua D. Macht |  Jun 15, 1994

Various businesspeople comment on their use of technology.  Read more

Virtual Selling

By R. Scheier |  Jun 15, 1994

Several different companies are examined to see how they acquired sales automation technology and informatiion.  Read more

The Tab for Top Sales Talent

By Inc. staff |  Jun 1, 1994

Chart showing the annual salaries for top marketing-and-sales executives.  Read more

Restitution for a Rainmaker

By Susan Greco |  Jun 1, 1994

One Inc. reader discovered he wasn't paying his top sales staffer enough and had to raise his base salary.  Read more

Seed Capital: The Awful Truth

By Inc. staff |  May 1, 1994

Entrepreneur observes that while self-employment promises financial independence, he thinks of little besides money.  Read more

Your Most Valuable Hire?

By Phaedra Hise |  May 1, 1994

Three entrepreneurs compare notes on the value of hiring both a CFO and a sales director.  Read more

Rallying Overseas Reps

By Susan Greco |  Apr 1, 1994

How one company made the most of a three-day training for its foreign sales reps, held at U.S. headquarters.  Read more