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A Year in Review: Top B2B Sales Challenges and Opportunities of 2021

A Year in Review: Top B2B Sales Challenges and Opportunities of 2021

The last couple of years have been tumultuous (to say the least) for every business. The COVID-19 crisis...
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How to Generate a Treasure Trove of Insights from Your Voice of the Customer (VOC) Program

How to Generate a Treasure Trove of Insights from Your Voice of the Customer (VOC) Program

In the Era of CX, one of the most significant differences between businesses that are excelling and those...
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Key Adoption Metrics for Customer Success

Key Adoption Metrics for Customer Success and Product-Led Growth

Guest Blog Post by John Ragsdale  John Ragsdale is the distinguished Vice President of technology research for the...
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6 Reasons Your Customers Don’t Renew Medical Device Service Contracts – and How to Win Them Back

6 Reasons Your Customers Don’t Renew Medical Device Service Contracts – and How to Win Them Back

Do you currently have a significant number of customers that are out of warranty for their mission-critical medical...
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People sitting and standing around board room table with laptops

How to Assess Your Sales Pipeline to Qualify and Close More Deals

It’s time to review your 2021 sales performance and make plans to achieve those ambitious goals for 2022....
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Guest Post: John Ragsdale

Approaches to Creating Accurate, Actionable Customer Health Scores

John Ragsdale is the distinguished vice president of technology research for the Technology Services & Industry Association (TSIA). John’s...
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How to Establish and Mature Your SaaS/XaaS Transformation from Crawl to Run – and Beyond

How to Establish and Mature Your SaaS/XaaS Transformation from Crawl to Run – and Beyond

Even though the Fourth Industrial Revolution is here, only around 20% of executives feel prepared to adjust their business models. Completing...
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The Differences Between Solution, Value, and Outcome Selling

The Differences Between Solution, Value, and Outcome Selling

Once you’ve developed a solid product or service that solves your customers’ most persistent problems, it may seem...
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5 Best Practices to Improve Your Adoption Strategy

5 Best Practices to Improve Your Adoption Strategy

How do you track the consumption/adoption of your products/services? Tracking product adoption should be the number one question after “how...
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Expert Advice on How to Build, Manage, and Perform a Successful Quarterly Business Review

Expert Advice on How to Build, Manage, and Perform a Successful Quarterly Business Review

A quarterly business review (QBR) is an opportunity to check the state of a client’s business — like...
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