What Have You Done For Your Most Profitable Customers Lately?
Read Article by Gerard Frey and Nora Laughton

With Vendor Specific Objective Evidence (VSOE) and revenue recognition rules taking some of the fun out of negotiating both license and maintenance for normally zealous sales people, high tech companies are having to spend more time analyzing both where their profits are really coming from and what the real cost is of “servicing” each type of customer. Read Entire Article

What Makes Good People Stay?
Read Article by Debbie Stovall, PCC and Founder of SuccessRealities

As leaders of organizations/departments, the main resource used to accomplish the organization’s work is its people. Attracting, recruiting and retaining these resources are vital to successful business operations and customer satisfaction. So what makes good people stay? Let’s put it in the perspective of Maslow’s Hierarchy of Needs. Read Entire Article

It's Not The Price, It's The Value!
Read Article by Mark Norato

I recently visited a local hardware store to purchase several gallons of paint for a remodeling project my wife and I had undertaken. After I found the color I wanted, a clerk walked up and asked, “Can I help you?”Read Entire Article

B-to-B Sales: Planning Assumptions 2009
Read Article by SiriusDecisions

Nearly every sports fan has heard the story of baseball legend Babe Ruth once standing at home plate and pointing to where he was going to hit a home run. Such a gesture was bold to be sure, but having already hit a round-tripper off the now tiring pitcher and knowing that the wind was still blowing out in Chicago’s Wrigley Field, he had a pretty solid set of assumptions on which to base his prediction. Read Entire Article