Cover Story
Tall SalesNo lumberjack, big blue ox or steel-driving man here, but would you settle for a sales team that can push its numbers from $18 million to $50 million in only five years? Here's how they did it.
Features
Some Assembly RequiredYou don't get the perfect salesperson by throwing together whatever's handy. Lean in close, and we'll give you a peek at the manual.
Ad TripAds that follow your customers wherever they go. No, it's not a hallucination. Wireless advertising is here—but will customers buy it?
Be Your Own Boss
Be Your Own Boss FeaturesCash CourseThe millionaire club grows every year--just think of a franchise as the secret handshake that gets you in.
Deadly SinsSloth, greed, gluttony—we don't care what you do on your own time. But when it comes to the mortality of your start-up, you need to play by the rules.
Biz 101Skipping SchoolPoint/counterpoint: Will a degree make you a better entrepreneur?
InnovationsMolded in Your ImageA crude prototype won't show you off in the best light. You need a cheap way to build a better one.
OpportunitiesNeed Some Cash?Cash Plus asks that question of its potential franchisees--and charities.
Lights, Camera . . . Ad!This entrepreneur hits it big with a small-screen franchise.
What's NewForget textbooks--the IFA's teaching franchising online.
Smart IdeasSend 'Em Packin'Kids empty out their dorm rooms every year. Thanks to this guy, they have a place to keep their stuff.
What's Your Problem?Dream WeaverMy dream job is helping other people find their dream jobs. So . . . how do I do it?
In Every Issue
Almost FamousSuit Up!Sick and tired of bruised hip bones and ugly surf gear, these two surfer chicks became hip-bone-saving wet-suit designers and heroines of water-sports-loving women everywhere.
BooksQuit While You're AheadDo it in Vegas to keep your winnings; do it in business to keep from burning out.
Bulletin BoardWhat's Going On?The latest in upcoming events, plus grants, loans and programs
CalendarCalendar 8/01Check out these trade shows, expos and seminars.
Editor's NoteFall in LoveFeedbackFeedbackLetters from our readers
Management
Buyer ZoneSearch PartyIn your search for employees, the Internet is your happy hunting ground.
InsuranceFiles DefiledProtection for documents worth more than the paper they're printed on
LegalStay-In ContractDrawing up employment contracts can help retain key employees and protect your trade secrets—but beware of the drawbacks.
Management BuzzManagement Buzz 8/01Buying a business to get employees, dress policies and more
Smart MovesTurn SignalsWhere to look for indications that the economy will turn around
Staff SmartsJust Doing Their JobsWhat do you do with the employee who says "That's not my job"?
Success Coach 2001Positively PoisedWhat it's all about
Marketing
BreakthroughAway GameTo promote his board game, this entrepreneur had to hit the road.
Game PlanStar SearchA stellar salesperson does not a stellar sales manager make. So . . . who does?
Marketing BuzzMarketing Buzz 8/01Visual newsletters and staying updated on customer orders
Net SalesGood IncentiveCustomers need a reason to return to your Web site. Are you giving them one?
Real DealWho's Talking?Women are, and smooth negotiations depend on polished skills.
Sales SuccessComic ReliefHumor is good medicine; it could also be the best way to close a sale.
TacticsPartner PowerWant to strengthen your marketing muscle and save money? Team up.
Money
Ask the RainmakerCan't Go With the Flow?Simple solutions for winning the cash-flow battle
Case StudySupersize ItNot all big corporations are out to get you—some want to help.
Dollar SignsWho's Looking Good Now?After the dotcom crash, low-tech businesses may see a funding surge.
FundsBetting on the BearTake advantage of slumping stock prices.
Money BuzzMoney Buzz 8/01The Voluntary Employees' Beneficiary Association trust and the outlook for Silicon Valley banks.
Raising MoneyOut on a LimbFinding capital in today's battered market means taking risks.
Tax TalkWhat's in It for Me?Read the fine print: Tax bill will benefit entrepreneurs, too.
Smarts
Biz TravelCarrying CashYour money's no good here--now how do you trade it in?
Brand AidSushi SurpriseFor true marketing inspiration, head for your product's home turf.
Capitol IssuesAfter the BellWill Congress land a big blow for fair competition?
GlobalRun! It's the Internet!Global consumers may be too scared to buy from your site.
Hot SeatAn Expert OpinionThink you know something? Prove it to the world as a frequently quoted expert.
It FiguresIt Figures 8/01What Americans think of the dotcom bust, workplace violence and more
Smarts FeaturesNo Turning BackThe dotcoms may be dying off, but their corporate culture is here to stay.
Out of the Hole?Some people do get all the breaks, but that's no way to run your stock options.
Take Me to Your LeaderNew Senate committee head says he'll look at big issues in a small-business light.
Made (Up) MenYou can give a man makeup, but how will he choose the right purse to carry it in?
Planning a Stag Party?Hold off on the keg. Experts are still debating whether stagflation will show up.
Let's Do . . . Tea?Make like a tea, and leaf the business dinner behind for a relaxing midday beverage.
SnapshotJim Lesser31, founder of JDL Management in Philadelphia, maker of three of the top 10 arcade games in the world
WheelsTake a SipThere's no chug-a-lug-lug when these cars hit the pump.
WomenPool PartyWomen's money and women's businesses coming together for the good of all women
Tech
Buyer's GuideFlatlinersBring your images to life with a flatbed scanner.
Cool ClicksCool Clicks 8/01Take a look at these sites for restaurateurs.
Digital EdgeSafe HouseOnline data storage ain't free anymore, but your company still needs it.
GearGear 8/01Check out these hot products: a faster notebook computer and a cordless mouse.
Hot DisksHot Disks 8/01Backing up made easy, new ways to store files on your PC and more
Net ProfitsFair TradeThe digital age brings the good ol' days of bartering to B2B transactions.
Wise BuysHow to market your Web site
Tech BuzzTech Buzz 08/01Online auction fraud, next-generation managed desktops and more
WirelessHave Palm, Will TraveleWallet makes filling out forms so passé.
Ink DifferentKeyboards beware! The wireless pen is here.