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You'll learn super strategies for streamlining your order management, setting up your shop for optimal workflow, setting a price list for profit and more. Plus, industry experts will weigh in [...]

If not exactly in a literal sense, then certainly in a branding one, it's never been a better time to clip on your red-satin cape, pull a mask over your [...]

IF ALL GOES WELL, ALBERT HALL EXPECTS TO ONE DAY PAY OFF A $585,000 debt on his restaurant and knock out a little extra for retirement down the road. But [...]

WHAT'S ON THE OUTSIDE OF A RESTAURANT IS ALMOST as important as the food served inside it. We're talking about your logo--that all-important branding tool that announces your culinary vision [...]

GETTING A BEAD ON YOUR CUSTOMER BASE IS NO SMALL TASK. Neighborhoods gentrify. Dining tastes evolve. Lifestyles can move the pendulum-like whims of diners from a hamburger and fries to [...]

CHET HOLMES recalls the recruiting scenario with amusement. Holmes, a corporate strategist and CEO of Jordan Productions, a marketing and sales consulting firm based in San Francisco, was helping a […]

FOR JASON OROPALLO, sales career growth has seemed almost effortless. In five years he's moved from selling pharmaceuticals for women for St. Paul, Minnesota-based manufacturing and technology giant 3M, to […]

Listen in on any sales call and you're likely to hear a standard pitch touting product features. For all their earnest commitment to consultative selling, too many sales teams today […]

A few years ago, Ray Smith made a sly--and brilliant-move. After the Masters Golf Tournament, in Augusta, Georgia, he made plans to visit a client in Savannah, 45 miles away. […]

Ralph Breslauer wants a drink. Actually he needs a drink--or possibly several. That's because the executive vice president of sales and marketing for Concerto Software is about to part with [...]

Blame it on the retiring baby boomers. Or the rebounding economy. Or the fact that many salespeople are looking to jump ship within the next year or two. Whatever the […]

Ralph Breslauer wants a drink. Actually he needs a drink--or possibly several. That's because the executive vice president of sales and marketing for Concerto Software is about to part with […]

Everybody has a name for those top sellers who expect special treatment. Some call them egomaniacs. Others refer to them as too-big-for-their-britches. Some go so far as to call them […]

Every team needs a coach. Whether it's a football team or a basketball team or a sales team, each group needs a leader who's willing to dig in and rally […]

Craig LaFiandra says he'd rather give up his left foot than ditch his laptop. LaFiandra, vice president of sales for Uniprise, a Hartford, Connecticut, company that provides benefit programs, is […]

Are your reps still fumbling in client meetings with laptops that boot up in slow motion, or spending too much of their precious time inputting sales reports into clunky old […]

AT FIRST, VICTORIA'S SECRET HAD MODEST EXPECTATIONS for Pink, its sleepwear line for female teens. A brainchild of Leslie Wexner, CEO of Victoria's parent company Limited Brands, the extension had [...]

IT'S BEEN SAID THAT THE EASIEST WAY TO A MOTHER'S WALLET IS THROUGH HER CHILD'S MOUTH. LIKE MOST nuggets of wisdom, this one's only partially true. American mothers, all 82.5 [...]

Sniffer' is humiliated when he's caught smelling a co-worker's hamburger wrapper. 'New Guy' gets pelted with a burger on the side of his head. These characters aren't from a new [...]

Want to know the difference between a successful sales meeting and one that flops? Just ask your salespeople a very simple question: remember three things about last year's annual gathering […]

A salesperson's vehicle is as vital a business tool as a laptop or a cell phone. And like laptops and cell phones, it needs to be maintained and ready to […]

Ron Linneman won't take no for an answer. "Can you sign a contract today?" the anxious, neophyte salesperson asks the purchasing manager for a southeastern soil erosion firm. "I'm not […]

Savvy shops are investing in software systems to improve their order processes and customer service levels--and literally changing how their businesses operate overnight. Learn how your company can do the [...]

NEW YORK -- Marketers, media buyers and network executives have all been looking at a new technology that could revolutionize the industry. That technology -- addressable advertising -- has been [...]

NEW YORK --Marketers who go green may soon wish they hadn't. Or at least wish they'd been more clear about their brand or program's environmental benefits. An onslaught of green [...]

Prepaid wireless companies are cashing in on the boon of teenage users It took only a dozen bungled trips to the softball field to fetch his daughter before Steve Friedberg [...]

NO SOONER DID economists harp about a looming recession then shoppers began pulling back the spending reigns. But not all shoppers it turns out. Shrinking business is largely unseen in [...]

AT&T MAY BE THE BIGGEST beneficiary of Apple's latest iPhone price cut. Though some argued that AT&T overpaid to use Apple's phone, the new $199 price point should help AT&T [...]

If a recession is indeed in the offing, then consumers are prepared to get through it looking and smelling their best. Health and beauty has been relatively immune to fluctuations [...]

As Licensing International Expo gets under way Tuesday the Jacob Javits Center in New York, one thing is clear: Just as Spider-Man, the X-Men, Superman, Batman and Iron Man have [...]

IN MAY, COFFEE GROWN FROM THE GEISHA plant, an Ethiopian varietal that flourishes 5,500 feet up on Daniel Peterson's Hacienda la Esmeralda plantation in Panama, sold for $50.25 a pound--a [...]

In March, some 20 staffers of BD's Mongolian BBQ partied in a Detroit Pistons suite at The Palace of Auburn Hills. They'd won a contest to sell the most food [...]

For reason he can't explain, five years ago, Jose Cuevas's waitstaff languished at JumBurrito in Midland, Texas. 'Some stores were doing well and others just horrific,' says Cuevas, founder and [...]

ONLY A YEAR AFTER OPENING THEIR FIRST McAlister's Deli franchise in 1999, Yaron Goldman and John Clark knew it was time to buy out their partners--the partners who wouldn't commit [...]

When Patrick Walsh first met with managers at a business outsourcing services firm, reasons for lagging sales seemed elusive. Sellers on the 11-person sales team were filing reports that showed […]

Gary Burkhart is all too familiar with the drudgery of the end-of-year sales push. 'Like most companies, we gear up for it too late,' says Burkhart, director of sales and [...]