Having a differentiated value proposition, creating value for your customers is … [Read more...]
Tag: Customer Experience
Before You Can Create Value For Your Customer, You Have To Know What Value You Create
Performance Management Friday --- Customer Retention/Customer Attrition Posted on November, 2011
Usually it's easier, and cheaper to sell to a current customer than to acquire a … [Read more...]
Who Is The Beneficiary Of Sales And Marketing Automation? Posted on November, 2011
I had the privilege of participating in a fantastic roundtable at Focus.com … [Read more...]
Do You Know What Should Be Keeping Your Customers Up At Night? Posted on November, 2011
There it is, that old stand by question, "What keeps you up at night?" There … [Read more...]
Unsolicited Email, Cold Calling, Prospecting, Nurturing...... Posted on November, 2011
So this is what's happening this morning. I start the morning looking at … [Read more...]
Customer Service Is Overrated! Posted on October, 2011
I was reading an interesting discussion on customer loyalty at Focus.com. The … [Read more...]
Performance Management Friday -- Wallet Share Posted on October, 2011
This week we'll focus on a metric critical to major, global or key account … [Read more...]
Sales Transformation--Without The Customer Posted on October, 2011
The other day I was reading a very thoughtful piece, from someone I respect. It … [Read more...]
Innovation And Improvement -- Whose Job In Sales Is It? Posted on October, 2011
Before I jump ahead, let me first tackle the basic notions of innovation and … [Read more...]
When Nurturing Becomes Pestering Posted on September, 2011
Everyone want to nurture their customers and prospects. We want to provide them … [Read more...]
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