We’ve all head the expression, “Can’t see the forest for the trees.” When you hear this, it usually means that someone has a blind spot. Could that apply to you …
Playing Defense in Bringing a Company to Market
When bringing a company to market, you have a lot to think about. One key element is building the company story; one that weaves all the compelling highlights that would …
Win-Loss Analysis to Drive Sales Results:
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, …
Win-Loss Analysis – The Inner Game of Sales Success
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 …
How did Net Promotor Score become the standard for Customer Satisfaction and why should you care?
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.
The Conundrum of Customer Satisfaction
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.
Performance and Accountability – The Two Mantras of Growth
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.
Satisfied Does Not Equal Loyal – The Flaw in Customer Satisfaction Measurement
We all recognize the need to measure it, and almost universally, there’s a program in place.
What do you really need to know about your members?
One of the hardest tasks Association leaders own is knowing what is truly on members’ minds, and how to shift the agenda in response.
Growth is for Grownups
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?