%  Do you know what your customer retention rate is?  If not, stop what you are doing and quickly figure it out before it might be too late. If you do know, are you sure it is correct or it might be a misleading percentage.  Let me explain about both situations.  First, a reference point.  [...]

Dick Lush and I are discussing Sales Channels at the Rhode Island Business Exchange on May 3rd. We welcome your participation.

The Occupy Wall Street (and other cities) has implications for Marketers. Here are some suggestions to help meet this undercurrent.

A comment on social media metrics, suggesting that they resemble the Emperor’s new clothes; that increasing qualified leads month-over-month is what is important.

A January rant by a curmudgeon on social media, product strategies and supporting the need for presentable sales people.

A suggestion that if Marketing provides Sales with qualified leads, the discussion of Marketing and Sales alignment goes away.

Seven recommendations on converting leads to sales in the 2011 B2B digital environment.

  With the changing of the selling model to where the customer is in control; I contend that the old sales strategy of promising the world and getting the order no longer works.  Instead, I would suggest a different approach of under-promising and over-delivering. Let me give a few examples to support my hypothesis. The [...]

Still looking to reduce your operating budget?   Here is a suggestion where you can make great inroads- cut or eliminate all Marketing activities.  If you follow these five steps, I will make you a money back guarantee. 1-      Give your sales force and or resellers that key compelling feature for your product or service that [...]

A comment on how many B2B companies seem to be sticking with traditional lead generation programs, while watching the number and quality of their leads decline.