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Whoever Understands The Customer Best Wins

Do you remember the summer of 2011, when Netflix split their DVD and streaming businesses and increased prices by 60%? As a result, Netflix lost over 800,000 subscribers, their stock price fell to less than half its previous value, and the company became one of the 10...

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Quick Survey: How do you onboard customers?

I'm conducting research for a project to improve customer retention for B2B software companies like yours. I'd love to know how you onboard and enable new customers. Would you be willing to take five minutes to complete this survey? In exchange for your time, I will...

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Create a Winning Sales Compensation Plan

Create a Winning Sales Compensation Plan

A well-designed compensation plan is critical to the success of a company.  Five interlocking components ensure success for your sales comp plan. WHO The top-line company, division, or brand goals are directly reflected in the sales compensation plan.  Quotas,...

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Integrated marketing in action

Integrated marketing in action

The marketing guide book, Marketing Campaign Development, is about integrated marketing. Celebrating 10 years since its publishing, author Mike Gospe met up with David Diederichs. David was our first international reader in 2008. David shares his story.

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