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Marketing & Sales

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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Shareholders Push for “Triple Bottom Line”

Shareholder expectations have evolved, and they're not just focused on profits. According to an Ernst & Young report, in 2010 most shareholder proposals were resolutions focused on social and environmental issues. And shareholder support of these proposals has increased nine-fold since 2005.

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CMOs: Good to Great

What attributes make a great, rather than merely good, CMO? Egon Zehnder International, a global leader in the recruitment and appraisal of senior management executives, has conducted over 25,000 assessments of senior marketers to answer that question. It turns out that there are two key attributes have the highest impact on outstanding CMO performance: orientation towards results and change leadership. ...

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