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    How to Boost Your Customer Retention and Sell Your Business for More Money

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    How would you like to make 25-125% more money? As cited in Entrepreneur, reducing customer churn by a mere 5% can increase profits by 25% to 125%. That’s easy to understand when you figure that the cost of acquiring new customers is about 6-7 times greater than satisfying and retaining current customers. Customer retention is…

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    This is Not the Field of Dreams: Why Great Products and Services Need Active Business Development

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    “If you build it, they will come.” You probably remember that little gem from the 1989 film Field of Dreams in which Kevin Costner risks his family farm to build a baseball field in the middle of nowhere at the urging of a ghost. (The line was actually “If you build it, HE will come,”…

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    Win in challenging times through tough practice

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    Former NBA star Alan Iverson was known for some famous quotes in addition to his skill on the basketball court. One of my favorites, albeit lesser-known, is: “When you are not practicing, someone else is getting better.” I like to think of sales as a competitive sport. Top salespeople are akin to great athletes in…

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    At What Point is an Orphaned Lead “Fair Game?”

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    Every sales manager can relate to having salespeople squabble over “orphaned” leads. With the dramatic increase in touches required before actual engagement, and so many different lead sources thanks to the internet, trade shows, apps and social media, who owns a lead and how long it is protected is an issue First, sales managers prefer…

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