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I am not growing fast enough!

There is a big public bully in my market. Amazon is beginning to offer some of my high volume products. My sales organization is mature- let's say 70% are over 55. My strategic partners don't play well on the playground let alone my sand box. Our association is becoming an employment referral center. Loyalty means low price.

I need a PILL!
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The Math of Integrated Account Management



The Math of Integrated Account Management

Almost always an integrated approach to account management results in "better" math. But first, what is it anyway? Integrated Account Management is the seamless management of accounts between inside sales working hand-and-glove with outside sales. These sales activities are supplemented with planned marketing programs, like new product introductions, to accelerate product line and overall penetration in accounts.
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Sales is too busy servicing customers rather than selling

When I hear this, it is usually uttered with frustration. Frustration that revenue growth goals are not being met. Frustration that a firms’ often most valuable, and expensive asset — the sales team — is not being deployed as effectively as they could be to drive revenue growth. Frustration that they don’t know how to fix the problem
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The Politics of Churn

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How Can You Make CRM Work for YOU?


By now your firm likely has implemented a customer relationship management (CRM) system for tracking sales activities. There are many systems out there but essentially they work as an awesome administrative assistant, keeping track of who has talked to whom, where that proposal is and who the campaign targets are.  Or do they?

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How to Grow your Business

 

Run faster. Innovate. Invest more time in the business. Launch the breakthrough product. Find a new sales manager. Fire the rep organization. Go to another trade show. Social Media - maybe that’s the key. No - but maybe a better website. Hey, what happened to the trade show leads from last year? On and on and on……
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Two Fallacies of Customer Satisfaction

Conventional wisdom has moved most firms to conduct an annual customer satisfaction survey to take the pulse of their customers.  While it is important to capture voice of customer or VoC information, there are two common errors that companies make in conducting customer satisfaction surveys.

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How is your Re-Org Impacting Your Customers?

Accelerate the effectiveness of the new organization and minimize the impact of change on our customers.


During significant corporate reorganization and personnel change it becomes critically important to frequently and thoroughly listen to customer perceptions. Unfortunately, too many organizations become internally focused and stop listening to customers.