Bra manufacturer Vanity Fair has created an all-girl band who are contractually obligated to perform topless except for their bras, according to Ad Age. The Vassarettes (pictured) have only one song (see video below), but two YouTube videos and an elaborate web site. They sound a bit like the Donnas...

Chicago and Seattle will be the first test markets for Starbucks' new Via instant coffee. The company said today that it plans to start test-marketing its instant coffee in those cities on March 3, with the goal of rolling them out nationwide in the fall. CEO Howard Schultz went on CNBC this afterno...

American Apparel "almost went bankrupt" before Xmas according to internal emails allegedly stolen from CEO Dov Charney's porn-based advertising/clothing empire. Now the SEC is eyeing the company, according  to the New York Post, based on the emails. Back on Jan. 15, BNET noted that American Apparel...

by Jerry Acuff You don't need to be Warren Buffet to predict that we are in for some rocky economic times. However, while hard times create challenges, they also create opportunities for sales professionals who know how to take advantage of the situation. Here's my view. Few things matter more in ti...

I was asked yesterday about the right candidate for VP of Sales of a startup. I found this great post on the subject by Steve Browne who wrote the book called Traction. Hiring a VP of Sales is the most important thing a startup can do. In my startups I handle all the sales function. At my last start...

By John E. Johnson Do you equate sales success with problem solving? If so, raise your hand. Down-to-earth, practical sales people tend to be uncomfortable with the warm, fuzzy part of creating a vision. Why? Future objectives and goals appear to be pie-in-the-sky exercises. And we agree. Visioning ...

A reader writes: I have been in my sales job job now for about 3 months. I have just found out that I am going to be deploying. I am still at work and will continue to work until I have to leave for active duty, but I just can't help but feel guilty for putting this company through a lot of hassle b...

Economists call them "inferior goods" and they are fast becoming a hot commodity. Inferior goods are simply the kinds of low-priced alternatives that people turn to during hard economic times. And not only the poor. "We're seeing more Mercedes and BMWs in Wal-Mart parking lots, and Wal-Mart shoppers...

Saying goodbye can be a hard thing to do. But it is a necessary part of the creative process and is good management, according to a new McKinsey Quarterly study. Too often, executives stick to what was once thought a bold and brilliant idea. But when the idea goes bad, inherent biases keep managemen...

By Brian Shannon Once your reps have mastered the above concept, interaction with their prospects will become markedly more productive. It's a lesson I've learned the hard way: When I was first starting out, I was taught a sales process that had me asking lots of questions to avoid giving the buyer ...