Customer Disaffection: Risks & Rewards

by | Mar 10, 2015 | CUSTOMER DISAFFECTION

I read a quote recently that said that “as soon as you gain a customer you start losing a customer”. The message is obvious enough – we’ve talked before about the importance of aftercare following the signing of a new contract, and it goes without saying thatyou...

Mind the Gap(s): An Open Letter to Sales Teams

by | Mar 2, 2015 | Uncategorized

Dear Sales Professionals, I’ve been reading a lot about gaps in sales recently – communications gaps, ability gaps, expectation gaps, quota gaps. The impression this is giving me is of an industry that is cracking, a broken industry that is slowly drifting away from...