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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
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 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
Do you currently have a significant number of customers that are out of warranty for their mission-critical medical...
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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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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
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
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
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
A quarterly business review (QBR) is an opportunity to check the state of a client’s business — like...
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