Customer Lifetime Value

A Moment of Truth

A Moment of Truth

The concept of ‘A Moment of Truth’ remains as true today as it did when Jan Carlzon first implemented at Scandinavian Airlines (SAS Group) in the 1980’s. The concept of ‘A Moment of Truth’ refers to any time a customer comes into contact with a business, however remote, they have an opportunity to form an …

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Evaluating your Sales Leads

Evaluating your Sales Leads

Listen closely. Your lead sources are trying to tell you something. Some are shouting, “I’m a wellspring of sales-ready leads! Focus your energy and resources on me.” Others are grumbling, “My leads are expensive, and they don’t convert. Cut me loose. Now.” Are you getting the message? One important way of evaluating your sales leads …

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Sales Metrics

Sales Metrics

  How many sales metrics are you using to make strategic decisions? The recent explosion of business intelligence and analytics tools has resulted in an organizations ability to measure every sales metric possible. Often the problem is not a lack of KPI’s, rather too many Key performance Indicators (KPI’s). For most businesses 5 KPI’s is …

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