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Case Studies

5 Sales Challenges Faced By B2B Startups - A case study

Articles, B2B Sales, Case Studies, Top ValueJohn Smibert03 December 2014

Startups who sell to large enterprises often find "selling" a challenge. I recently observed a classic example. A startup went from near failure to solid turnaround in less than 12 months by identifying and addressing five key sales issues. This...

SERVICE ALIGNMENT CASE STUDY

Case StudiesJohn Smibert03 November 2013

This is a case study of how one company aligned with their customer to improve the effectiveness of their services while reducing cost of service and achieving improved customer satisfaction and value. Company: The service provider and customers re...

Best Practices at Leveraging Relationship Value

Articles, Case StudiesJohn Smibert03 May 2012

Best Practices at Leveraging Relationship Value By John Smibert   (www.custell.com) I am often asked about 'best practices' relative to leveraging relationship value. At a recent executive meeting I witnessed the outcome of the application of relati...

Saving a Customer

Case Studies, Customer RetentionJohn Smibert23 September 2010

CUSTOMER SALVAGE AND GROWTH CASE STUDY   Supplier:                                         Global ITC Services provider. Their Customer:                              UK based multi-national gas producer and retailer. Type of Business:             ...

Customer Perception Case Study

Case StudiesJohn Smibert22 September 2010

RELATIONHIP VALUE MANAGEMENT IN THE SERVICES INDUSTRY Company:                        Fujitsu Australia Limited Type of Business:                   IT Managed Services. Timeframe:                              2001 to present Issue:      "One o...

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