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You know the saying: Time is money. Yet ask many executives how they feel about their trade shows, and they'll tell you they are a waste of time and money. [...]

Recovery is here. That is what sales executives are saying in the exclusive Sales & Marketing Management/Equation Research compensation survey of nearly 3,000 respondents. The following pages highlight the 2005 […]

STEPHEN COVEY HAS BEEN TELLING PEOPLE FOR YEARS HOW TO BE HIGHLY EFFECTIVE, perhaps most famously in his groundbreaking 1990 book, The 7 Habits of Highly Effective People: Powerful Lessons […]

TOP CITIES FOR SELLING 1. Dallas-Fort Worth, TX 2. Houston, TX 3. Riverside-San Bernardino, CA 4. Phoenix-Scottsdale, AZ 5. Atlanta, GA 6. Washington, DC 7. Las Vegas, NV 8. Sacramento, […]

Presentations are a necessity in business. You may not always like giving them, but you've managed to learn the basic skills necessary to excel at them. Though that may have […]

There's no denying that business is looking up. After all, the economic recovery signs are there: Of the nearly 3,000 respondents to this year's compensation survey, 73 percent saw higher [...]

Dare we say it? After more than two years of disappointing results--and paychecks--sales executives are becoming more optimistic about the economy. And they have reason to be hopeful. Indeed, 2003 […]

Are the tough times behind us? Not fully, of course. But optimism is in the air, if ever so slightly. Sales and marketing executives are beginning to approach their markets […]

It's a familiar story by now: Due to a sluggish economy budgets have been slashed, and dollars earmarked for training are the first to be cut. Sales executives know how […]

Unless you're Larry Ellison, the mercurial CEO of Oracle Whose total compensation breaks down to $740 million, or $340,000 an hour based on a 40-hour work week, you can admit: […]

Have you ever felt like you're talking to your sales team or customers and they just aren't getting the message you're trying to convey? That can be frustrating, but it […]

Byline: Vronique Hyland, Christine Galea, Libby Estell Well, La-di-da! 'The Baby Boomers are going to flip out,' laughs Rhona Hutton, vice president of Colors in Optics. The company, which holds [...]

Time Bandits Cousins Philip Feng and Ryan Bonilla are causing quite a stir with Bellum Classics, a three-month-old collection of vintage timepieces that they engrave, tattoo and style with their [...]

Byline: Christine Galea WHEN THE CO-FOUNDERS of Satya Jewelry opened a yoga center in New York last month, the process was very Zen - pun intended. Designers and longtime friends [...]

Byline: Sophia Chabbott, Laura Klepacki, Libby Estell, Christine Galea, Julee Greenberg THE EAU OF SUCCESS It wasn't exactly an executive decision for the $2.4 billion company. It wasn't even on [...]

IN A FIX What do you get when you combine a slick space with a classic American menu and extra-long dining hours? Fix Restaurant & Bar, nightclub owner Andrew Sasson's [...]

HAMBURGER HEAVEN When it comes to building the ultimate hamburger, nobody delivers better than restaurateur and chef Hubert Keller. His take on the classic American burger joint includes wood-paneled booths, [...]

WHEN PERRY ELLIS INTERNATIONAL acquired swimwear outfitter Jantzen in 2002, the company had the sense it was buying a piece of history. 'We saw that we bought this great brand [...]

Need statistical evidence that better times are ahead? Read on WE MAY BE in slower economic times, but according to the Survey of Buying Power retail sales are projected to […]

Your company's name is its brand. Alter it with care THE DECISION TO change a company name can be daunting and create confusion. But careful planning and execution can make […]

SEARCHING FOR INFORMATION on a Web site can sometimes be as "easy" as programming your VCR. But Joachim Franz, the product manager of Internet and new media at Expo 2000 […]

American Airlines revamped its Web site to avoid crashing CUSTOMERS assume that a Web site is going to function when they imagine an e-commerce site that generates so much traffic, […]

A powerful marketing tool of the past moves into the 21st century IT'S THE DAWN of a new century, and the Survey of Buying Power confirms that we've seen incredibly […]

Look no further-- here are 25 of the best business-related sites on the Web IT'S A WELL-KNOWN fact that the Web is primarily meant to simplify our lives. But with […]

This is the final installment of a three-part series following ADP's latest attempt to translate its traditional services on to the Web. WHEN WE LAST saw Automatic Data Processing's (ADP) […]

RELAUNCHING A BRAND is daunting. Burger King Corporation, which recently decided to change the flavor of its nearly 11,000 restaurants, needed to tackle this challenge on a global scale. About […]

THE HOTTEST NEW MARKET IS THE EXPLOSION OF DOT-COM COMPANIES. HERE'S HOW TO SELL TO THEM The astonishing growth of dot-com businesses means only one thing to smart companies: more […]

This is a continuation of a three-part series following the launch of ADP's latest attempt to translate its traditional services on to the Web. Building Online Services WHEN WE LAST […]

RATHER THAN COMPETE with resellers for online sales, 3M has discovered a way to help build channel partners' Web sales while building its own. 3M, the manufacturing behemoth in St. […]

FROM BRICKS TO CLICKS: PART ONE Establishing an online presence is no easy task for a traditional company. This three-part series will follow Automatic Data Processing's latest efforts to translate […]

Gas prices are going up, so it's a good time to trim company-car expenses and boost efficiency. Here's how CORPORATE CARS ARE an essential tool for a direct sales force. […]

The Visionary's Handbook: Nine Paradoxes That Will Shape the Future of Your Business by Watts Wacker and Jim Taylor, with Howard Means (Harper Business) TODAY'S BUSINESS PARADOXES are not only […]

How one industry site connects buyers and sellers IN THE NEAR future most industries will each have at least one online vertical marketplace where buyers can go to find products […]

Every sales professional has a great war story. Here, five share how they did something gutsy-even-outrageous--to close a deal SOME PEOPLE WILL do most anything to make a sale. About […]

For the past 70 years executives have relied on the data in the Survey of Buying Power to set business development strategy and focus their marketing campaigns FOR THE BETTER […]

Marketing and IT have to work together to ensure Web site success EXECUTIVES USUALLY HAVE ambitious plans for their corporate Web sites, but hiring staff to implement those ideas isn't […]

SALESPEOPLE ARE OFTEN a self-motivated lot. They like independence in business, and strive to find a company that allows them to operate as autonomously as possible. It follows, then, that […]

Even salespeople who find new professions--including an umpire and a priest--still put their selling skills to work IS THERE LIFE AFTER SALES? Certainly, but don't think for a second that […]

For the past 74 years the Survey of Buying Power has projected trends in population, retail sales, and consumer buying power. Executives have used these figures to develop marketing plans, […]

Sales forces come in all sizes and sell to all industries. But great sales organizations - and superior reps - have key traits in common. Sales & Marketing Management asked […]

Michael Dell's dynamic sales force is the best of this year's top 25 You say you want a revolution? Well, there's one happening in Corporate America right now, and it's […]

When planning for your next trade show, you may want to consider using the following innovative products to liven up your booth: TRADEOFF VR (Virtual Reality) from Research Triangle Institute, […]