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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...
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 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...
CUSTOMER SALVAGE AND GROWTH CASE STUDY Supplier: Global ITC Services provider. Their Customer: UK based multi-national gas producer and retailer. Type of Business: ...
RELATIONHIP VALUE MANAGEMENT IN THE SERVICES INDUSTRY Company: Fujitsu Australia Limited Type of Business: IT Managed Services. Timeframe: 2001 to present Issue: "One o...
Personal Branding for Entrepreneurial Executives & Salespeople
Personal Brand Development for Consultants
5 Sales Challenges Faced By B2B Startups - A case study