Sales


Recent Sales Articles

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

The Best of Both Worlds

By J. Stamps |  Mar 1, 1994

Competing small companies are forming networks that strengthen each company's independence.  Read more

Making Owners of Sales Reps

By Susan Greco |  Mar 1, 1994

One CEO made sales reps part owners in the company instead of paying them commissions or salaries.  Read more

Next Stop: Kiev

By Alessandra Bianchi |  Jan 1, 1994

A founder of MapInfo has moved to Kiev to work in a business incubator, providing help to would-be capitalists.  Read more

Quick-Response Apparel

By Alessandra Bianchi |  Nov 1, 1993

A look at three apparel-on-demand companies.  Read more

Bonuses for the Right Moves

By Susan Greco |  Oct 1, 1993

One company tracks its sales reps' activities and rewards them for following each step it takes to make a sale.  Read more

The Double-Duty Sales Script

By Phaedra Hise |  Sep 1, 1993

A straightforward way to ensure that all your salespeople are moving in the right direction.  Read more

When's the Right Time to Hire a Sales Manager?

By Susan Greco |  Sep 1, 1993

Five CEOs' reasons for hiring or not hiring sales managers.  Read more

Recruiting the Newly Retired

By Susan Greco |  Aug 1, 1993

Jo Anne Schiller hired recently-retired sales reps, who already know the territory and can work on commission alone.  Read more

The Sales-Incentive Gap

By Inc. staff |  Aug 1, 1993

Chart comparing importance employers attach to sales tasks with incentives they provide for performing them.  Read more

The Apple Tree

By Robert A. Mamis |  Aug 1, 1993

How Apple Computer contributed to the founding of more than 100 companies by its employees.  Read more

It's Job Generation, Stupid

By Bo Burlingham |  Aug 1, 1993

What Bill Clinton had better learn about how jobs, wealth, and individual prosperity are created in America.  Read more

Rewarding Balanced Sales

By Susan Greco |  Jul 1, 1993

Company keeps sales force tuned in to the full product line by paying an override commission to reps who meet goals.  Read more

The Big Picture on Pay

By Susan Greco |  Jul 1, 1993

Ordering information for Strategic Pay by Edward Lawler, which lays out options to traditional commission systems.  Read more

How Salespeople Spend Their Time

By Inc. staff |  Jul 1, 1993

Chart showing amount of time salespeople spend on differnt tasks.  Read more

Reasons for Starting a Business

By Inc. staff |  Jul 1, 1993

Chart showing reasons entrepreneurs gave for starting their own businesses.  Read more

Stand and Deliver

By Susan Greco |  Jun 1, 1993

Summary of two Dale Carnegie workshops on sales presentations.  Read more

When Quotas Don't Work

By Susan Greco |  Apr 1, 1993

How a company dropped sales commissions to improve customer service and encourage inter-office cooperation.  Read more

The Cost of Training New Salespeople

By Inc. staff |  Apr 1, 1993

Survey shows small companies spend more time and money training new sales hires than they did two years ago.  Read more

The Price of Inexperience

By Inc. staff |  Apr 1, 1993

Chart showing inexperienced entrepreneurs are more resource starved and have less start-up capital.  Read more

Comic Attitudes

By Alessandra Bianchi |  Apr 1, 1993

Start-up chain of comic-book stores faces competition from established companies for increasingly sophisticated market.  Read more

Are Small Companies Better?

By George Gendron |  Feb 1, 1993

Faxpoll results on the benefits of being a small company.  Read more

How Do You Pay Your Sales Force

By Susan Greco |  Feb 1, 1993

Chart showing how variously-sized companies pay their sales forces: salary, incentive program, or combination.  Read more