I wrote, Customer Retention-Different Approaches, the other day. It stimulated … [Read more...]
Tag: Future Of Buying
Customer Retention, Whose Job Is It Anyway?
Mass Customization, Creating "Markets Of 1" Posted on April, 2013
In 1999, Joe Pine published a fascinating book, Mass Customization. It focused … [Read more...]
Customer Retention, Different Approaches Posted on April, 2013
Customer retention is a critical issue. Wisdom (and data--thought it's not at … [Read more...]
Sales Forecast Accuracy, Demand Planning And Other Ramblings Posted on March, 2013
I've been involved in a number of conversations about my positions on Sales … [Read more...]
Going Beyond Cost - Benefit Analysis Posted on March, 2013
A critical element of any high impact sales process is "creating business … [Read more...]
Let Me Get Back To You..... Posted on March, 2013
You've finally gotten a meeting with that key executive. It's taken weeks to … [Read more...]
Exchanging Value Posted on March, 2013
The discussions revolving around my post, Moving From Value Creation To Value … [Read more...]
Are You Prepared To Have A Customer-Specfic Conversation? Posted on March, 2013
Insight is the word of the year. We are all being trained in providing … [Read more...]
Creating Social Business Success Posted on March, 2013
Every week, I would venture there are over 100 blog posts or articles talking … [Read more...]
Avoiding Simple Posted on March, 2013
It seems to be part of human nature to make things more complicated than they … [Read more...]
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