Business Library Topics
Strategy Articles
- How to Sell to the Federal Government
- Yes, the procedures are Byzantine and there are reams of red tape. But in this economy, the federal government could be your best customer.
- Five Strategies for Selling During a Recession
- Are these the worst of times? Or are they the best of times to prove your product's value, snatch up top talent, and ...
- How to Sell Like IBM
- Downturn? What downturn? Learn the sales techniques Big Blue uses to maintain momentum in a tough economic climate.
- How to Create an Effective Sales Presentation
- Generic speeches and snazzy PowerPoint slides just don't cut it anymore especially with corporate customers who have reduced spending to boost their bottom ...
- IBM’s Secret for Making the Sale
- The economy may be in the tank, but IBM still makes salesmanship look easy. How? The secret lies in rigorous research, a focused strategy, ...
- In the Shadow of Giants
- Sure, only one company can be No. 1. But so what? Smaller firms have plenty of advantages and they often outperform industry leaders. ...
- Forest Laboratories: Finding Ways to Bring Drugs to Market — Fast
- Pfizer may be big, but Forest Laboratories is nimble. The smaller company competes by ushering drugs through FDA red tape in record time.
- Green Mountain Coffee Roasters: Carving Out Opportunities That Starbucks Missed
- Green Mountain Coffee has built a booming business where Starbucks fears to tread in wholesale, convenience stores, and single-cup brewing.
- J. Crew: One-Upping the Gap in Quality, Style, and Agility
- With savvy PR and an agile product line, J. Crew has snagged a good chunk of the Gap's market and even its CEO.
- Salesforce.com: Building a Booming Market That Oracle Long Ignored
- While software giant Oracle focused on big client-server systems, Salesforce.com pioneered small-business products, CRM software and cloud computing.
- Innovation in Turbulent Times
- Too few businesses have creative, right-brain types in leadership positions. That leaves innovation especially vulnerable to unwise cost cutting during hard times. Decisions about ...
- Find the Upside in a Downturn
- Don't let the recession get you down. Lean times are a great opportunity to get more competitive and position your business for future growth.
- How to Grow During a Downturn
- The stock market is down, credit markets are as frozen as Arctic snow, and unemployment numbers are rising. But don't let the bad news ...
- How Hyundai Is Gaining Market Share
- BNET talked to Dave Zuchowski, Hyundai's head of U.S. sales, about the Assurance plan, how the company is taking a different approach to marketing, ...
- Four Successful Products Launched During Downturns
- It s easy to forget, but many products that we now remember as stunning successes were actually launched during economic downturns. Here are four ...
- Four Mistakes to Avoid During Downturns
- As clients or customers shut their wallets, revenues decline, and balance sheets go into the red, it's tempting to try every trick in the ...
- Upgrading R&D in a Downturn
- Cutting research costs across the board in a recession isn't smart. Companies should use R&D as an opportunity to make themselves more competitive.
- Just-in-Time Budgeting for a Volatile Economy
- A volatile economy makes traditional budgets obsolete before they're even completed. Here's how companies can adapt more quickly.
- The Crisis: Mobilizing Boards for Change
- To meet the challenges of the economic crisis, corporate boards must change the way they work.
- Cutting Sales Costs, Not Revenues
- Courageous companies can use the downturn to make their sales operations not only less expensive but also more effective.
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The Corner Office
Retirement's For Old People
In 2003 I retired from the corporate world. Everybody was happy except for my wife since I was about to invade her space at home like a horde of marauding...
Sales Machine
Will B2B Sales Move Mostly Online?
Here are two people I respect -- sales guru Keith Rosen and Genius.com CEO David Thompson -- in apparent agreement that "Sales 2.0" (where the entire B2B sales cycle is...
