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Start Over Author "Cohen, Andy" Journal sales & marketing management
971 results on '"Cohen, Andy"'

1. Breaking new ground: it's a mandate given to most sales teams: find new sources of revenue. But how to do it? Learn the secrets of these sales leaders, who transformed their companies' entire business models--by launching new products and reaching out to new customers--and watched sales soar

Author

Cohen, Andy

Subjects
Businesspeople -- Beliefs, opinions and attitudes, Entrepreneurship -- Beliefs, opinions and attitudes, Construction equipment industry -- Officials and employees, Construction equipment industry -- Services, Gordon Industries Inc. -- Officials and employees, Gordon Industries Inc. -- Services
Abstract

Sometimes new opportunities come at just the right moment. For Julian Gordon, that moment was about 10 years ago when he was struggling to keep his company solvent. Gordon, CEO […]

Published
2004

2. Winds of change: thanks to a nimble online marketing strategy and close relationships with channel partners, Peter Weedfald has Samsung riding high in the rapidly shifting consumer electronics industry

Author

Cohen, Andy

Subjects
Internet/Web advertising -- Management, Television equipment industry -- Officials and employees, Television equipment industry -- Marketing, Company business management, Company marketing practices, Internet/Web advertising, Samsung Electronics America Inc. -- Officials and employees, Samsung Electronics America Inc. -- Marketing
Abstract

Peter Weedfald isn't big on sitting still. It's a late-winter afternoon, and Weedfald, senior vice president of strategic marketing and new media for Samsung Electronics America, is using his office […]

Published
2004

3. Wireless wonder: with a sharp sales focus on the corporate market and a disciplined approach to growth, Mark Angelino has turned Nextel into a highflier amid a faltering industry

Author

Cohen, Andy

Subjects
Sales management -- Methods, Communications industry -- Officials and employees, Communications industry -- Management, Telecommunications services industry -- Officials and employees, Telecommunications services industry -- Management, Company business management, Sales management, Telecommunications services industry, Nextel Communications Inc. -- Officials and employees, Nextel Communications Inc. -- Management
Abstract

Michael Patton can quickly recognize the look, even though it flashes across people's faces in different ways every time. But the meaning is unmistakable. It's the look of surprise from […]

Published
2003

5. Turn around artist: after taking over a staid organization in 2002, Pat Goepel has successfully reorganized Ceridian's 700-person sales force into an energetic, successful, and teamwork-oriented group. Here's how a clear message and constant communication can lead to double-digit increases during a recession. (Management)

Author

Cohen, Andy

Subjects
Computer services industry -- Management, Sales management -- Analysis, Sales managers -- Management, Computer services industry, Sales management, Company business management, Ceridian Corp. -- Management
Abstract

Paul Rafferty can't sit still. He's constantly moving in his chain Feet tapping. Body weight shifting from side to side. Hands in perpetual motion as he emphasizes his talking points. […]

Published
2003

6. Seizing the moment: AT&T has the opportunity of a lifetime. With many of its competitors either in bankruptcy or fighting off criminal accusations, the company now has an extraordinary chance to grab market share. Here's how Ken Sichau is preparing AT&T's sales force to wage war on its rivals.

Author

Cohen, Andy

Subjects
Sales management -- Methods, Telecommunications services industry -- Management, Communications industry, Sales management, Telecommunications services industry, Company business management, AT&T Corp. -- Management
Abstract

Ken Sichau is not vain. But on this chilly Monday afternoon in November, he's more than happy to flaunt his cuff links when a visitor admires them. "I like them, […]

Published
2003

7. The party's over: companies are shifting their cultures to a decidedly more serious tone. Budgets are being scrutinized like never before, and the bottom line is being protected like gold. Here's how managers can continue to get the best out of their staffs amid a penny-pinching culture. (motivation)

Author

Cohen, Andy

Subjects
Sales personnel -- Management, Employee motivation -- Economic aspects, Office parties, Employee incentives, Company business management
Abstract

It wasn't always this way. The first sign of change at LightWare Inc., a technology hardware provider based in Boston, came late last year. The holiday party, which was always […]

Published
2002

8. Should you raid your rival's sales force? Here's how to go about finding an experienced, talented salesperson--straight from the competition. (management)

Author

Chang, Julia and Cohen, Andy

Subjects
Sales personnel -- Recruiting, Employee recruitment -- Planning
Abstract

Two years ago Geoff Blanco needed to hire an experienced salesperson--fast. The vice president of sales and marketing at Chicago-based business consulting firm Doculabs Inc. fielded a flood of candidates […]

Published
2002

11. 6 ways to make your dealers love you

Author

Cohen, Andy

Subjects
Distributors (Commerce) -- Management, Human resource management -- Methods
Abstract

Here's how to inspire the respect, loyalty, and passion of your middlemen and earn more money doing it Chuck Eslee wants to forget. He probably never will. When a third […]

Published
1998

12. Selling USA

Author

Cohen, Andy

Subjects
Markets (Economics) -- United States, Cities and towns -- Rating
Abstract

Our exclusive survey reveals the 20 hottest domestic markets to do business in this year THE TOP 20 1. Boulder, CO 2. Cedar Rapids, IA 3. San Jose, CA 4. […]

Published
1998

13. Out of the loop

Author

Cohen, Andy

Subjects
Sales personnel -- Practice, High technology -- Usage
Abstract

A new S&MM technology survey reveals that companies are increasing their online activities, but sales managers are lagging behind Take a quick look at Jim Stemmons's desk. All the accoutrements […]

Published
1997

14. Growing pains

Author

Cohen, Andy

Subjects
Growth companies -- Management
Abstract

Benjamin Cohen is a successful entrepreneur. He built his company, Logic Works, into a $40 million software success in just four years. From 1991 to 1995, sales at the West […]

Published
1997

16. The guiding light

Author

Cohen, Andy

Subjects
Sales personnel -- Beliefs, opinions and attitudes, Spiritual formation -- Management
Abstract

Believe it or not, sales professionals are becoming more spiritual, searching for more than a fat commission check from their jobs Pay attention when you stroll by the water cooler. […]

Published
1997

17. Fore! Why do salespeople love golf?

Author

Cohen, Andy

Subjects
Sales personnel, Golf
Abstract

"It's better than cold calls." That's the answer Terry Colston quickly gave to my question: Why do salespeople play so much golf? I laughed off his response as a canned […]

Published
1997

18. Facing pressure

Author

Cohen, Andy

Subjects
Sales managers -- Psychological aspects, Sales management -- Methods
Abstract

You're under more pressure than ever to increase revenues. Do you know how to cope? The world wasn't caving in. Cameron Dube only felt like it was. A good customer […]

Published
1997

19. Hoop dreams

Author

Ryan, Bob and Cohen, Andy

Subjects
National Basketball Association -- Management
Abstract

Believe it or not, pro basketball was once deflated. Here's how Commissioner David Stern used marketing savvy to turn the NBA into a slam-dunking, international success It seemed to have […]

Published
1996

20. Talent scout

Author

Cohen, Andy

Subjects
Electrical equipment and supplies industry -- Training, Sales personnel -- Training, Engineers -- Employment, Johnson Controls Inc. -- Training -- 00304845
Abstract

Johnson Controls' Bob Looman hired 40 recently graduated engineering students and wanted to turn them into salespeople in six months. How? With a lot of training and a lot of […]

Published
1996

21. The top

Author

Brewer, Geoffrey, Conlon, Ginger, Yarbrough, John F., Cohen, Andy, Marchetti, Michele, Dellecave, Jr., Tom, Kaydo, Chad, and Lucas, Allison

Subjects
Sales personnel -- Achievements and awards, Sales management -- Achievements and awards, Sales management, Advertising, marketing and public relations, Business
Abstract

Our Best Sales Forces are thriving in a chaotic marketplace. And no company's doing it better than Hewlett-Packard ADAPT OR DIE. That's the main lesson to be learned from America's [...]

Published
1996

22. No deal

Author

Cohen, Andy

Subjects
Purchasing departments -- Surveys, Sales personnel -- Public opinion, Sales -- Methods, Sales management -- Methods, Internet -- Public opinion
Abstract

Our exclusive survey of purchasing and sales managers reveals many of the problems between buyers and sellers. Here's where salespeople are going wrong, and what can be done to correct […]

Published
1996

23. The 25 power brokers

Author

Brewer, Geoffrey, Dellecave, Tom, Jr., Conlon, Ginger, Yarbrough, John, Marchetti, Michele, Cohen, Andy, Lucas, Allison, and Carey, Robert

Subjects
Marketing executives -- Evaluation, Chief executive officers -- Evaluation, Coca-Cola Co. (Atlanta, Georgia) -- Marketing -- 00301815
Abstract

* You WANT YOUR company to excel like no other, achieving consistent double-digit growth and instant brand recognition, driven by a top-notch sales force that creates fiercely loyal customers. Well, […]

Published
1996

24. Guess who's coming to dinner?

Author

Cohen, Andy

Subjects
Sales meetings -- Analysis, Meetings -- Economic aspects
Abstract

Conducting group meetings with potential customers can provide high-quality leads and build relationships I'm here for the free meal." That's the word from a southern New Jersey landscaper between bites […]

Published
1996

25. Small world, big challenge

Author

Cohen, Andy

Subjects
Selling -- International aspects, Sales personnel -- Training
Abstract

Teaching your foreign-based salespeople American-style selling is smart, but the programs must be tailored to cultural differences Roger Liston likes to tell a story about how he once got the […]

Published
1996

26. Surviving in a mature market

Author

Cohen, Andy

Subjects
Marketing -- Methods
Abstract

Soaring above the competition in a saturated industry takes planning and creativity This past January, John E Smith, chairman and chief executive of General Motors, expressed a bold goal for […]

Published
1996

27. A national footing

Author

Cohen, Andy

Subjects
Sales management -- Planning, Marketing -- Key accounts, Sales managers -- Management
Abstract

As customers demand more services and better prices, companies are increasingly adopting national account programs. The successful ones plan ahead before jumping in In the fall of 1991, a team […]

Published
1996

28. At the top of his game

Author

Cohen, Andy

Subjects
Advertising executives -- Interviews, Della Femina, Jerry -- Interviews, Jerry and Ketchum -- Officials and employees -- 00284818
Abstract

He's not an athlete. Never was. But Jerry Della Femina walking into an upscale New York restaurant acts like Michael Jordan boasting a thunderous slam dunk. Handshakes and high-fives for […]

Published
1996

29. Managing the maze

Author

Cohen, Andy

Subjects
Software -- Directories, Computer software industry -- Directories, Sales management, Marketing
Published
1995

31. Should you steal your rival's reps?

Author

Cohen, Andy

Subjects
Sales management -- Social aspects, Manufacturers' agents -- Recruiting, Employee selection -- Methods
Abstract

Luring salespeople away from the competition may have its benefits, but the drawbacks can be numerous It happens in every industry. Whether it's Coke and Pepsi, Nike and Reebok, or […]

Published
1995

33. Starting over: designing the process

Author

Cohen, Andy

Subjects
Sales management -- Methods, Selling -- Planning, Customer relations -- Planning
Abstract

Reengineering a sales process can be extremely daunting. Hint: Before starting, get input from your customers Jim Coriddi faced an immense problem last summer, The Ricoh MV715, a new multifunctional […]

Published
1995

34. Should your salespeople be certified?

Author

Cohen, Andy

Subjects
Sales personnel -- Standards, Sales management -- Standards, Trade and professional associations -- Standards
Abstract

As David Hinkes walked into the classroom, a familiar, nervous feeling overcame him: the twinge in the stomach, the few drops of perspiration on the brow. Taking the test wouldn't […]

Published
1995

35. Smooth sailing

Author

Cohen, Andy

Subjects
Sales -- Technology application, Sales personnel -- Training, Computers -- Social aspects
Abstract

Tani Marinovich was computer illiterate--and scared. This 30-year-old sales rep had been with her company, Carlson Wagonlit Travel, a Minneapolis-based travel agency, for three years. She felt comfortable with accounts. […]

Published
1995

36. Hail to the chief: sales meetings

Author

Cohen, Andy

Subjects
Sales management -- Methods
Abstract

In March 1993, Frank Stevenson sat down to evaluate his sales numbers for the first three months of the year. The 20-year salesperson for the Moore Corporation found himself well […]

Published
1995

38. Right on target

Author

Cohen, Andy

Subjects
Sales personnel -- Compensation and benefits, Incentives (Business) -- Innovations, Commissions (Compensation) -- Innovations, Customer satisfaction -- Usage
Abstract

Total quality management. Consultative selling. Relationship building. These buzzwords of the 1990s all rely on a sales organization's ability to satisfy the customer. Listen to what the customer wants, offer […]

Published
1994

39. Miracle on ice?

Author

Cohen, Andy

Subjects
National Hockey League -- Marketing, Hockey -- Marketing
Abstract

Madison Square Garden is a madhouse. Maniacal New York Ranger fans are hugging in the aisles, screaming at the top of their lungs, releasing a roar more than five decades […]

Published
1994

40. Not another meeting?

Author

Cohen, Andy

Subjects
Sales personnel -- Conferences, meetings and seminars, Sales meetings -- Management, Meetings -- Management
Abstract

That's the often-repeated complaint of many managers and reps. But run the right way, sales meetings can be more than just a waste of time. Let's face it: Sales meetings […]

Published
1994

41. Let's do lunch

Author

Cohen, Andy

Subjects
Restaurants -- Achievements and awards
Abstract

It's the day before you're going to pitch the most important account of your career. Your portfolio is perfect. You've practiced your presentation. You're ready to go . . . […]

Published
1994

42. Seven heavens

Author

Cohen, Andy

Subjects
Employee incentives -- Innovations, Sales personnel -- Compensation and benefits, Portugal -- Description and travel, Malaysia -- Description and travel, Madison County, Iowa -- Description and travel, Galapagos Islands -- Description and travel, Bavaria, Germany -- Description and travel, Australia -- Description and travel, Space Tours -- Services
Abstract

IT MAY BE hard to believe, but incentive trips can get stale. Even in Hawaii, golf tournaments, fishing extravaganzas, poolside umbrella drinks, and a welcome speech from the CEO can […]

Published
1996

43. Making the move

Author

Cohen, Andy

Subjects
Cellular telephones -- Equipment and supplies, Sales management, Sales personnel, Cellular telephone services industry -- Evaluation, Radio pagers -- Usage
Abstract

Looking to equip your sales force with cellular phones? Here's what you need to know. In 1991, the 3M Corporation was feeling a change in business climate. The pace was […]

Published
1994

44. Masters of the art: an unending desire to succeed has landed five sales executives in the national Sales Hall of Fame

Author

Cohen, Andy

Subjects
Sales managers -- Achievements and awards, McGillicuddy, John F. -- Achievements and awards, Blackmore, Robert -- Achievements and awards, Landwirth, Henri -- Achievements and awards, Hall, Donald J. -- Achievements and awards, Patterson, John Henry -- Achievements and awards
Abstract

Passion. It's something that the best managers possess. It forces them to persevere throuigh the down times and strive for more during the up times. On May 4, the International […]

Published
1994

45. Marketing hits & misses. (InBox)

Author

Cohen, Andy

Subjects
Marketing -- Evaluation
Abstract

HITS UNLIKELY TRIUMPH In October--the darkest month in years for the American economy--domestic vehicle sales reached record levels. Ford and GM posted sales increases of more than 30 percent with […]

Published
2002

46. Pricing panic: raise rates or stabilize? (InBox)

Author

Cohen, Andy

Subjects
Pricing -- Planning, Customer relations -- Planning
Abstract

Ken Bonnett agonized over the decision for weeks: Raise prices for 2002 or keep the status quo? In the end Bonnett felt that gaining the trust of his customers was […]

Published
2002

47. Xerox: A Racist Giant?

Author

COHEN, ANDY

Subjects
Employment discrimination -- Cases, Office equipment and supplies industry -- Cases, Sales personnel -- Cases, African Americans in business -- Cases, Xerox Corp. -- Cases
Abstract

AS IF POOR economic performance and an investigation from the Securities and Exchange Commission weren't bad enough, now the Xerox Corporation is faced with a racial discrimination lawsuit from current […]

Published
2001

48. Stranger in a Strange Land

Author

Cohen, Andy

Subjects
Sporting goods industry -- Management, SLM International Inc. -- Management
Abstract

American Matt O'Toole is bringing a new marketing approach to the conservative business of hockey--a decidedly Canadian domain ASK MATT O'TOOLE to describe business in the hockey industry, and he […]

Published
2001

49. Online Marketplaces Bite the Dust

Author

Cohen, Andy

Subjects
Business-to-business market -- Analysis, Electronic commerce -- Analysis, Online services -- Analysis
Abstract

HAILED AS THE greatest creation since reengineering, online marketplaces (aka business-to-business exchanges) were billed just 12 months ago as the most cost-effective and efficient way to connect buyers and sellers. […]

Published
2001

50. Is This Guy For Real?

Author

COHEN, ANDY

Subjects
National Basketball Association -- Officials and employees, Dallas Mavericks -- Officials and employees, Sports franchises -- Management
Abstract

NBA team owner and Internet billionaire Mark Cuban is using his every-man personality and hard-charging sales culture to turn around one of basketball's most downtrodden franchises. But some critics describe […]

Published
2001

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