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We explored the vital importance of account management in our previous article on account management—the idea being that obtaining new accounts is far more costly than maintaining and expanding existing accounts. How do companies hang onto accounts? In examining this, we find that the primary way is through innovation. You’ll be able to hang onto ...

Huddled in the safety of your basement with your family, you rode out the storm that raged above. The deafening noise that seemed to go on forever has now ceased and sunlight is seeping through the bulkhead doors covering your stairwell. As you rise to release the latch, you wonder. Will the cattle have escaped ...

Regardless of how awesome your product or service is, it can never sell itself. You need to develop a strong strategy that allows you to close B2B prospects in an effective way. In this article, we look at what it takes to master a sales process that will skyrocket your business to success. So read ...

When it comes to delivering personalized customer experiences, companies need to integrate different platforms and technologies based on user data. The result is a powerful multifunctional software. Our lifestyles have changed, and technology has evolved, making our day-to-day lives easier. Sales professionals need to have useful tools at their fingertips to enable them to access ...

 Some decisions are quick and easy, while others have us facing sleepless nights. The anxiety mounts as we realize the deadline is soon, and the factors to consider are many. For business, the two main concerning factors are time and money. If a project requires a large sum upfront or will delay our other projects, ...

Businesses are used to change, but change usually happens slowly and incrementally. Technology improves by steps year-over-year. Consumer behavior shifts gradually. 2020 was not that kind of change. The pandemic brought sudden, unforeseen, and significant changes in a single year. Companies around the world are still struggling to keep up and adapt to this new ...

One of the biggest problems with today’s sales force is the reliance on tactics that were documented back in 1873. This tactic and process assume that the salesperson can do everything, including prospecting, negotiating, closing, demonstrating the product or service, following up, and taking care of the customer overall. Back in those days, that process ...

Stories often have a powerful message, and despite the length, most authors always try to communicate their message as effectively as possible. Short stories’ effectiveness can prove equally as vital as the long ones, with some quarters believing that short stories can even prove more impactful.  So how can you go about writing a short ...