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Explore the Entrepreneurship.org Resource Center to find resources. Designed with entrepreneurs in mind, our resource center allows you to find materials to grow great ideas.
This topic expert provides a step-by-step process for understanding a sales reps' potential for results, their motivation factors, and developing a comp plan that fits those characteristics. Strategy, combined with communication, can help sales reps meet their goals and their companies' profit goals.
This entrepreneur and former banking executive shows how she used market research to discover the opportunity for an unexpected new venture. She researched ways around obstacles, identified solutions, and stayed creative--until one day, she found herself at the helm of a very successful business.
Understanding your customers' state of mind is only the first step in the process of closing a sale. Fear, uncertainty and doubt can be increased or decreased, using a few simple techniques.
Entrepreneurial success awaits companies that are not just better but different. If you keep your promises and sell more than just product, you'll be irresistible.
When customers complain, you're getting market intelligence for free. Treat every gripe as a chance to fix the problem and build your company's reputation for good service.
Tom Siebel is Chairman of First Virtual Group, a diversified holding company with interests in commercial real estate, agribusiness, global investment management, and philanthropy. Siebel was the founder, chairman, and
CEO of Siebel Systems, which merged with Oracle Corporation in January 2006. Founded in 1993, Siebel Systems became a global leader in application software with more than 8,000 employees in 32 countries, over 4,500 corporate customers, and
annual revenue in excess of $2 billion. Prior to Siebel Systems, Siebel served as CEO of Gain Technology and held various management positions at Oracle. He is a frequent industry spokesman and the author of three books, including
Taking Care of eBusiness and Cyber Rules, published by Doubleday, and Virtual Selling, published by the Free Press. Siebel is a graduate of the University of Illinois at
Urbana-Champaign, where he received a BA in history, an MBA, a MS in computer science, and a PhD with honors in Engineering.
Small and growing companies are discovering lucrative new markets abroad. Developing countries are importing products, tech know-how and system support and offering franchising, licensing and distribution opportunities. If your company is expanding abroad, you need to know what you're getting into.
Distributors, sales representatives, and cooperatives are all different venues for enabling entrepreneurial companies to sell their products and services. Understand the similarities and differences, and chose the alternative that is right for your business.
When developing a strategic plan to launch an international business program, growing companies must consider the potential barriers and adjustments they might need to make to their products and services.
Giving back to the community-and engaging one-on-one with charitable operatives, the press, and other local constituencies-enables small businesses to increase exposure at little cost, says the founder of a national moving franchiser.
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