Sales Archives - CFO

Tech Companies to Watch 2019: Aviso

Tech Companies to Watch 2019: Aviso

Sales teams use Aviso's AI-powered platform to take control of sales opportunities to create more predictable outcomes.

By Lauren Muskett | May 6, 2019

Want Better Cash Flow? Listen to Your Credit Team

Working Capital

Want Better Cash Flow? Listen to Your Credit Team

The pressure to boost sales is causing many companies to take on risky accounts.

By Eric Dowdell | February 26, 2018

How to Capture More Value With Price Segmentation

How to Capture More Value With Price Segmentation

If a company has only one price for a given market or region, it is pricing too high for some customers and too low for others.

By Alex Hoff | July 6, 2017

Business Inventories Fall, Sales Flat

Business Inventories Fall, Sales Flat

The decline was greatest at retailers and wholesalers, said the U.S. Commerce Department.

By William Sprouse | June 14, 2017

Sales Incentives Are Powerful, So Use Them for Good

Human Capital & Careers

Sales Incentives Are Powerful, So Use Them for Good

While Wells Fargo's sales incentive plan wrought evil, a thoughtful plan can trump all other sales-enhancement efforts.

By Mark Donnolo | April 28, 2017

Whole Foods Same-Store Sales Slide 2.4% in Q1

Whole Foods Same-Store Sales Slide 2.4% in Q1

The grocer's sixth straight quarterly decline reflects competition from conventional chains offering organic foods at lower prices.

By Matthew Heller | February 9, 2017

New Home Sales Up 2% on Surge in the West

New Home Sales Up 2% on Surge in the West

The market for new homes was uneven in February as homebuyers in some regions faced tight inventory and high prices.

By Katie Kuehner-Hebert | March 23, 2016

To Drive Growth, Ask Sales Better Questions

To Drive Growth, Ask Sales Better Questions

CFOs can lead the sales conversation by employing a set of metrics that drill down into customer segmentation, pricing discipline and territory growth.

By Jim Corey | April 15, 2014

Calm, Cool and Collecting

Risk Management

Calm, Cool and Collecting

How HVAC giant Lennox International transformed its credit and collections function.

By Edward Teach | October 15, 2013

Dollars in the Details

Corporate Finance

Dollars in the Details

The 1999 Working Capital Survey

By S.L. Mintz | July 1, 1999

Web Sites Du Jour

Web Sites Du Jour

Plus, 1099 software; sales compensation systems.

By Joseph McCafferty and John Xenakis | November 1, 1998

It’s a Wired, Wired World

It’s a Wired, Wired World

Category: MERGERS & ACQUISITIONS THE FLOW OF BUSINESS-TO-BUSINESS TRANSACTIONS ACROSS THE INTERNET WILL SOON BECOME A MIGHTY CASCADE.

By Jeffrey Ubois | September 1, 1997