Your business growth strategy says you are “poised to move to the next level.” After all, sales continue to increase. And existing customers appear to be content to stick with you. However, business growth strategy – and expansion – rely on more than just increased revenue. In order to grow, expand and sustain a business… [Continue Reading]
Why Your Business Growth Strategy conflicts with Your Workforce Strategy
How to perform Customer Base Triage and Why It Matters
Typically, customer base triage is conducted in reaction to a large number of customer casualties. These casualties are in the form of loss and/or defection to the competition. And this defection has been going on for quite a while. However, like a slow leak in a tire, you miss the signs that something is amiss…. [Continue Reading]
Why You must connect those Voices behind CX Survey Scores
In your company, what happens with customer experience CX survey results? For that matter, does your company regularly engage customers and take their pulse? When it comes to CX survey scores, there is a disconnect across the sales-engineering interface® in far too many organizations. I often ask business leadership how they define “customer experience.” They… [Continue Reading]
Renewing Customers or Retaining Them? Tactics or Strategy?
There is a difference between renewing customers and retaining them. Just take a walk around an organization. Ask employees where they fit into the renewal versus retention equation. Depending on where people sit around the business table, they see the same things differently. When the workforce views renewing customers as a function of retaining customers,… [Continue Reading]
Why Your Sales Operations Strategy may not be Robust Enough
Sales operations strategy encompasses all business-related activities and processes which help a sales organization run effectively and efficiently. That definition seems cosmic, inter-galactic and all-encompassing, doesn’t it? However, in complex selling environments, this definition may be too narrow. As a result, current sales operations strategy may not be robust enough to deliver against business objectives…. [Continue Reading]
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