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Most companies think that any satisfied customer is a good reference customer. But the truth is very different, and companies have lost deals because they don't understand what's going on or how to select a good reference. So...
Investors have been down on enterprise software for the last few years, but lately there has been a resurgence of interest in the sector. As Tech Crunch put it, "many investors believe a new wave of more disruptive, more sophisticated cloud-based...
Note: This is the 1st of a 3 part series of articles by guest blogger Chris Brown. If you feel inspired to write a guest post of your own, click here to find out how to submit it to us.
We spend way too much time in our companies designing, measuring, and enabling, the Sales Process.
Steve Johnson has probably taught 50,000 people how to do Win/Loss Analysis. Here are his views on Win/Loss Analysis. We couldn't agree more.
Eigenworks is shopping for a product. Over the last few months I've been looking to license some software from a vendor. The price is not astronomical, but it's a significant chunk for a company of our size. If we license the product, the vendor...
Customers will normally schedule time to speak with you, but it's not easy to get ahold of lost accounts. My hit ratio is about 50%, meaning that if I want to speak with 10 accounts, I need to target 20.
For years I have wanted this service. Some promised, but no one delivered. And now along comes Plaxo.