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Marketing & Sales

The CEO’s Marketing Dilemma: What’s Our Niche?

Every CEO must carefully compare their firms’ unique resources with specific customer’s changing requirements and select those that the organization can satisfy better than their competitors. When this is done well and promoted effectively your brand will “own” a position in the mind of a certain set of customers.

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Raising Sales Force Effectiveness

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Scientific research into what actually works—and what doesn’t—inside today’s most effective selling environments reveals that the conventional wisdom about selling is not just incorrect, but a recipe for failure. Here are the four most important things that CEOs need to know about successful selling in today’s unconventional business world.

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More Tips on Raising Sales Force Effectiveness

Sales Effectiveness is Critical to Loyalty Perceived product or service quality counts for only 22 percent of customer loyalty success, value for the price is another 19 percent, and breadth of offering brings it to 61 percent. A full 39 percent of success depends on the effectiveness of salespeople and the added value they personally bring compared to customers. The ...

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Jobs Resignation Reignites Succession Debate

The business world will shortly learn whether there is something called the “indispensable man,” as Apple navigates in a new post-Steve Jobs world. Few leaders are as closely identified with their industry, let alone their company, as Apple’s Steve Jobs. But what happens following his departure as CEO will reveal his true legacy.

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Making Sense of a Post Steve Jobs Apple

The business world will shortly learn whether there is something called the “indispensable man,” as Apple navigates in a new post-Steve Jobs world. Few leaders are as closely identified with their industry, let alone their company, as Apple’s Steve Jobs. But what happens following his departure as CEO will reveal his true legacy.

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Turn Your Customers Into Advisors

Your company invests heavily in making sure that your customers are happy with your goods and services. But, it's time to go beyond traditional focus groups and learn what shoppers really think. It's time to implement the CAB, or Customer Advisory Board.

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How to Deliver Superior Customer Service

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Customer service is a crucial part of your business, and one that deserves your attention and your money -- you are trying to build a life-long customer relationship. Here are four focus areas to help you achieve your customer service goals.

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Is Your Company Missing the Boat on Pricing Opportunities?

A recent survey shows that most companies are timid when it comes to price increases. But, by shifting policy to optimized pricing, companies can shift the battle to where their strengths lie -- in their ability to deliver unique benefits. All indications are that price optimization is invaluable, and helps prevent a brand from becoming a commodity.

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