How sales can stay on top of the customer buying cycle

Published on January 16, 2012

In this post we look at solving the critical business problem of managing the customer…

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Why you should put some sales tasks on auto-pilot

Published on October 24, 2011

For any airplane pilot, the auto-pilot is a valuable companion. It can automate routine tasks such…

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Customer life stages, predicting customer outcomes and applying corrective actions: Three metrics to measure ROI

Published on August 2, 2011

Customer life stage is the standard bearer of segmentation. Customer stages like “new,” “active,” “lapsed”…

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Three tips to making the difficult calls to B2B customers

Published on June 28, 2011

This post was inspired by a recent entry on The Sales Blog that discussed how it’s…

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Customer Retention: It’s not too late to catch that pass

Published on January 29, 2011

I was rooting for our hometown Chicago Bears team in the NFC championship game last Sunday…

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Great Fruit Salad or just Apples and Oranges? A recipe for managing customers and prospects

Published on January 12, 2011

Sales organizations — particularly inside sales — choose between reps managing only customers, only prospecting, or…

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“One and Dones” – The mystery of disappearing leads

Published on December 23, 2010

Your lead generation machine is working tirelessly to bring in new leads and appointments. Marketing…

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