We have also observed that a company's ability to build competitor-resistant customer relationships is dependent on the stability of customer-facing employees; when there is turnover among your employees, customers must…
Anne MinerSeptember 30, 2018
Operating within the business-to-business, consultative sales world? Does your sales team "close" the majority of the opportunities they pursue? Meaning that more than half of the proposals/bids you submit result…
Anne MinerAugust 23, 2018
We generally accept that referrals are a powerful source of new business; when existing customers offer their support through introductions and sponsorship the likelihood of success is much increased. In…
Anne MinerAugust 23, 2018
Is this the year that you will decide to change your perspective on customer feedback? Will you listen to the customers who take time to provide feedback and focus on…
Anne MinerAugust 23, 2018
Receiving customer feedback does not appear to be a problem; the challenge lies in capturing the information from a wide array of channels and organizing it in a useful way.
Anne MinerAugust 23, 2018
Yes, in theory, it is possible for your B2B business to grow both revenues and bottom line profits without adding more customers. How? By retaining the customers you already have…
Anne MinerAugust 23, 2018
In a world of disruption and exponential change, there is risk that tomorrow, or at least before the product has been delivered and installed, there will be something better available.…
Anne MinerAugust 23, 2018
Every work day the dabbawallas pick up and deliver 200,000 lunch boxes within only a couple of hours, in a traffic-congested city whose population is more than 20 million. It…
Anne MinerAugust 23, 2018
Process reversal can lead to innovation. Reversal thinking essentially involves reframing a process by thinking about it ‘backwards’. A good example is how we print documents . . . the…
Anne MinerAugust 21, 2018
