Losing a valued customer is a fear of every sales rep and sales manager. The longer the elapsed time since an interaction with them, the more likely […]
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Currently browsing: Customer Lifetime Value
How sales can stay on top of the customer buying cycle
In this post we look at solving the critical business problem of managing the customer buying cycle. And how sales tools – simple to advanced – can help sales […]
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How to fix limitations of customer life stage groups
Customer life stage is a standard of segmentation. Customer stages like “new,” “active,” “lapsed,” and “lost” serve an important purpose by grouping customers into homogeneous, manageable clusters for marketing, […]
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Difficult calls to save at-risk B2B customers – how to make them easier
This post was inspired by a recent discussion on The Sales Blog about how it’s easy to do the enjoyable things. Of course! But some things that are more […]
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Customer Retention: It’s not too late to catch that pass
I was rooting for our hometown Chicago Bears team in the NFC championship game last Sunday night. Guess that didn’t work out so well. We learned the value […]
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“One and Dones” – The mystery of disappearing customers
Your lead generation machine is working tirelessly to bring in new leads and appointments. Marketing keeps hot prospects focused on the message and proposition. Your sales team has […]
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