Success-Ready Leads:   A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters  – and Its Impact on Presales, Sales and Customer Success

Success-Ready Leads: A Provocative Definition of “Qualified Lead” Based on Customer Success Parameters – and Its Impact on Presales, Sales and Customer Success

Here’s a novel idea:  Front-load your pipeline with prospects that are most likely to succeed! How?  Consider filtering and qualifying prospects based on expected outcomes – how closely do prospects compare with existing customers who are happy, referenceable, and...
The Great Demo! 2020 Articles Index

The Great Demo! 2020 Articles Index

There are currently well over 75 articles in our articles page – here’s a handy index to help you find specific topics and explore others.  Enjoy! If you have ideas or suggestions for new articles, please let us know.  We’ll list a few candidates at the bottom – you...
The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales

The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales

The Advantages of Being the Incumbent Vendor – And Its Impact on Managing Competition, Renewals and Expansion Sales “Get their data, and their hearts and minds will follow” – Michael Cusumano, The Business of Software Let’s explore some of the advantages enjoyed...
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