Have you ever wondered why some people in your organization, or your network, seem to have all the luck? They tend to get promotions and...

Who can forget Kevin Bacon’s (aka Chip Diller) famous plea for calm in the midst of chaos as John Belushi and members from the Delta...

New client acquisition and growth are the oxygen of a company. Often there is a specific plan of action for companies to ensure focus on...

Leaders in organizations that use Net Promoter Score® know that the benefits and the ROI significantly outweigh the hard and soft costs...

Once again, the lost account tale from a sales executive came reverberating through my phone: “We lost another one of our best accounts....

Revenue is customer money. It is the oxygen of every company. It is what sustains organizations to be able to offer and deliver value to...

It happens all the time. Sales people (and often their managers) believe they have the most unreasonable, impossible to please, beyond...

Client retention. There, I said it. Client retention is the most underappreciated number. Growth is the “oxygen” of any company....

You probably already know what a CRM (Customer Relationship Management) solution is and why one is necessary. A quick Google search...

The Fastest Way to Drive Profitable Growth With a finite amount of time (526,000 minutes in a year) and a finite amount of capital (fill...

Graveyards Are Filled With Untapped Potential It's easy to see the untapped potential in people. Those who are not achieving their goals...

Our research shows that 9 out of 10 companies continue to make this mistake over and over again every single day with no plan to change. Ho

There is nothing much sadder for a company or a sales person than to get an order.  Just the order and it ends there.  Well, one sadder thin

In a recent Voice of the Customer survey, I asked my customer’s customer, “Are the objectives of the relationship being met?”  The very qui

Time and time again we speak with sales leaders who refer to their salesforce as “hunters” and “farmers.”   I believe these are outdated, o

First, let’s begin with a definition: A commodity is a basic good used in commerce that is interchangeable with other commodities of the sa

And you may be horrified with what they are saying... We have been using join.me as our web conference tool for the last four years.  After

A partnership means different things to different people, but there’s always a common thread in the definition: it’s a special type of relat

Clients want less suppliers, not more.  A relationship that is more like a rope than a string is much stronger and helps to reduce overall c

99% of company executives still cannot answer the question with facts and data: “Are your clients at risk?” In this new world of big data,