A checklist for companies considering a Win-Loss Analysis Program Many Sales leaders are thinking strategically about their “win-rate” and how to improve it. Once a focus only for Enterprise companies, …
A caution for sales leaders: Don’t be your own worst enemy Winning at enterprise sales is hard enough. Often, Sales leaders make it harder still by encouraging or enabling bad …
If you’re a B2B marketer, here’s what you need to know about Customer Satisfaction (C-Sat) and why you should be wary of NPS as a sole measure of customer experience.
This is the time to get serious about learning all you can know about your valued customers. And what you may learn can give you the keys to drive everything you do.
You would be hard-pressed to name a couple of themes in business that have received more attention over the past few years than Performance and Accountability.
We all recognize the need to measure it, and almost universally, there’s a program in place.
One of the hardest tasks Association leaders own is knowing what is truly on members’ minds, and how to shift the agenda in response.
Developing new growth ideas can be exciting, but at the same time fraught with risk. What can be better than leveraging the unique competencies of your organization to solve customer problems in a way that no one in the marketplace is currently doing?
All great questions that beg great answers. Don’t let your lack of preparation spoil the party.
If you’ve considered the need for sales and marketing due diligence as part of the acquisition or funding process, you are making a sound decision.