What Customer Experience Should You Try to Deliver?

By |June 28th, 2016|Clicktools|

Business people can’t go wrong by throwing the term “customer experience” into conversation. “This year, the focus is on the customer experience.” “We’re going to re-focus our processes around the customer experience.” “What differentiates us [...]

Controlling the Data to Ensure the Right Upsell

By |October 20th, 2015|Configure Price Quote (CPQ)|

The upsell is the secret sauce that makes sales profitable. Depending on the industry and the market, the sales of products and services beyond the product or service that drove the initial sales inquiry can [...]

CPQ: a Key Tool in Helping Sales and Finance Get Along

By |March 13th, 2015|Configure Price Quote (CPQ)|

(Editor’s note: so many areas of friction within businesses can be eliminated by technology – often, areas we never even consider. Doug Erb of Lanshore brings us an example of this today – CPQ is [...]

Beyond Commission: Sales Behaviors You Can Drive Through Compensation

By |February 5th, 2015|Commissions|

I love motorcycles – not just riding them, but understanding how they are engineered and how they work. If you’re anything like me, that fascination has led you to do some maintenance or even repair [...]

Blockbuster C3 Shows there’s a Hunger to Understand the B2B Customer Experience

By |November 13th, 2014|C3|

We’ve been talking a lot about the customer experience and how it’s evolving in B2B buying and selling. Apparently, we’re not the only ones thinking about it. At Monday’s C3 event in London, an enormous [...]

Churn and Customer Experience: Keeping Customers – and Employees – Loyal

By |November 4th, 2014|Clicktools|

You’re probably well aware of the concept of the customer experience, at least in the context of its value in generating revenue for your company. If the buyer’s experience with your company is good, he’s [...]

World Cups, Commentators, and the New B2B Buyer

By |June 18th, 2014|Marketing|

World cup fever is truly upon us with some big surprises being served up already - Spain’s 5-1 drubbing, Portugal’s 4-0 mauling at the hands of Germany, and England actually playing decent football (despite loosing [...]