The day started just like any other day for Lisa. Then, the call came! It was ABC Company’s procurement officer telling her that he loved the RFP response,

The single most predictive indicator of future growth is the level of attachment that your best customers have towards your business. As part of an overall account management strategy most companies will be able

As the global economy tightened, most businesses appreciated that they wouldn’t get different results by doing things the same way. But much of the science of growing sales in a recessionary market is

Satisfaction sets the bar too low – so low, in fact, that it doesn’t actually impact a company’s sales results. That’s according to Ryann Liebenthal, Interaction Metrics Researcher, and a blogger on CustomerSatisfactionStrategy.com. In

One proven way to improve a sales team’s close rate is to implement what is popularly known as a Win Loss Analysis programme, whereby an independent third party interviews prospects after buying decisions have

Horatio Nelson had a problem. The British admiral’s fleet was outnumbered at Trafalgar by an armada of French and Spanish ships that Napoleon had ordered to disrupt Britain’s

The first 90 days in any job are critical to your success. What you accomplish in your first 90 days sets the pattern for you and the organisation over a much longer period. Everyone knows

In his ground-breaking series of books on innovation, Harvard professor Clayton Christensen, said his research had shown that 90% of company directors do not know what the components

As the tight economy shows no signs of abating CEOs are asking, “What risks do we need to anticipate, and what opportunities must we capitalise on to achieve