Recent Stories

Sales forecasting is an activity that consumes an enormous amount of management’s time, yet few organizations are happy with the accuracy of their collective forecasting efforts. So how is it that sales forces can expend so much effort on forecasting and still produce revenue predictions that

Most every company wants to build relationships with consumers and earn their loyalty. In today’s environment, developing and delivering customer engagement apps can add tremendous value when it comes to increasing brand awareness and drawing repeat business. To design apps that truly make an

Creating and managing a successful enterprise architecture function requires a variety of different hard and soft skills. In addition, each company is different, and the enterprise architecture function needs to calibrate and align itself to the specific company. With this in mind, there are five

One of the largest, most challenging and fragmented markets is the SMB market. If your organization’s success depends on your ability to connect with and leverage the skills and talents of this market, cloud-based community tools can deliver sizeable advantages.  Because SMBs are small

With the PGA championship in full "swing" this week, golf is certainly on the mind of a large part of the country. With today's short attention spans golf should have an uphill battle to hold our attention, but the sport is still keeping audiences riveted year after year. Golf is a

The C-suite is suddenly getting more crowded. According to a recent study by the CCO Council, “the chief customer officer is becoming a staple of modern business.” The annual study reveals that more established brands are hiring C-level professionals who will lead the charge to resolve customer

There’s an old saying in business, “The customer is always right.” We all know that isn’t necessarily true all the time, but one thing is: The customer may not always be right, but they are always engaged.  Social media has given customers all around the world the opportunity to share their

You’ve heard it time and time again—customer service is a very hands-on part of a business, and if you rely too much on technology, you’re driving away customers. This can certainly be true at times, but not all the time. In fact, the best customer service is invisible and readily used by

One of the perks of my job is the interaction I am privileged to have with so many really great sales leaders around the world. In a recent tour of some of our great customers, I was struck by some common principles that are applied by those sales leaders who are at the top of their

Old habits die hard. This old adage is exceptionally true of ingrained behaviors like sales tactics. For years, the sales game remained relatively stagnant, but in the past few years, technology has dramatically changed consumers and is facilitating a major paradigm shift in sales tactics and