The simplest way to reduce customer churn is to commit to and deliver real value.
- Capturing the strategic advantages of fan-centric businesses requires functional transformation.May 8, 2017 by Christopher A.H. Vollmer
- Your strategy should turn customers into “cross-buyers” of your products and services.March 21, 2017 by Ken Favaro
- Traditional marketing tends toward rigidity and long-range planning, but firms must break out of this framework to exploit unexpected, one-off events.February 23, 2017 by Matt Palmquist
- Consumers who use mobile apps tend to make more-frequent purchases, spend less per transaction, and return items more often than those who don’t.January 19, 2017 by Matt Palmquist
- When it comes to consumer goods, infrequent purchasers, not faithful customers, seem to drive market-share growth.December 8, 2016 by Matt Palmquist
- Big Marketing Gets PersonalOctober 31, 2016 by Catharine P. Taylor
- Employees who push innovative products have a tough job, but can be encouraged by managers who grasp their motivations to succeed.September 22, 2016 by Matt Palmquist
- Companies might want to rethink the storied model of charging less up front to get more down the line — especially as e-commerce offers consumers ever greater flexibility, information, and selection.July 21, 2016 by Matt Palmquist
- In Small Data, Martin Lindstrom recounts his adventures in brand building.May 11, 2016 by Theodore Kinni
- A new segmentation strategy can help sales teams identify their growth hot spots.
- The key to selling products to an ethnically diverse audience may not be as obvious as you think.March 31, 2016 by Matt Palmquist
- Contractors in the aerospace and defense sector can fend off aggressive activist investors by adopting a capabilities-driven approach.
- Before industrial companies sell assets, they must understand the motivations of the full array of potential buyers, especially those emerging in the East.
- When their profit goals differ, fiercely competitive firms may decide to collaborate with each other on complementary offerings.August 6, 2015 by Matt Palmquist
- Platforms like Apple Pay and Google Wallet will need to ensure a seamless and secure experience for merchants and consumers.August 6, 2015 by Kevin Grieve
- Product returns are typically seen as a necessary headache and a cost drain. But companies can use their return policies to enhance customer loyalty and increase profits.July 23, 2015 by Matt Palmquist
- Online consumer reviews of new products are more than just word of mouth — they also can provide companies with early (and free) advice on how to improve products.July 16, 2015 by Matt Palmquist
- Although supervisors profess to have stores’ closing routines under control, consumers and employees alike bemoan the lack of consistency in related management policies.June 30, 2015 by Matt Palmquist
- In a new biography of the brothers who invented the airplane, David McCullough describes the frustrations and triumphs involved in getting aviation off the ground.June 17, 2015 by Theodore Kinni
- Winning strategies start with a big idea.June 15, 2015 by Ken Favaro
- Developing countries need national strategies to protect their digital assets and bolster their economic growth.
- Conventional wisdom suggests that delays during the new product development cycle can hinder a project, or even kill it entirely. It’s time to rethink this narrow outlook.April 23, 2015 by Matt Palmquist
- The burger chain’s boffo business model thrives—despite paying low-wage workers more than it has to.February 11, 2015 by Daniel Gross
- Although personal relationships among coworkers are usually viewed as positive, excessive socialization can lead to a decline in team performance.February 10, 2015 by Matt Palmquist
All articles tagged: sales
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