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When you’re talking about making analytics actionable, those terms may seem like modern-day business jargon. But the words “analytics” and “actionable” were first used in the age of Shakespeare. Learn three ways to turn analytics insights into actions that make your company more competitive, creating an upward spiral of continued success.
Posted by Russ Chadinha on 04/23/2015

If you find your organization embroiled in a price war with a competitor, how should you respond? Using CPQ tools helps you develop a proactive approach that puts you in a good position to respond to these challenges. First, understand the root cause driving the price war, and weigh the potential consequences of lowering your prices.
Posted by Russ Chadinha on 04/22/2015

Is a customer buying less from you than in the past? If you’re slow to react, you lose. To retain your best customers, you must be nimble in reacting to the market and responding to changing customer needs. Pricing software, optimization and analytics help ensure you know what’s going on in not only in your market but also within your customers’ markets, so you’re ready to take action.
Posted by Shannon Tatz on 04/21/2015

Strong, strategic relationships with customers don’t just happen. While customer retention is typically a good investment of a salesperson’s time and effort, make sure you arm them with the tools they need for success. Find out about five essential tools, ranging from software to training methods to formal customer retention programs.
Posted by Russ Chadinha on 04/16/2015

Salespeople have little control over the cost to produce a product, so when reps need some kind of leverage to win deals, they often resort to deep discounts. But your pricing organization must protect the company’s margins from price erosion. Learn five steps to help reps see why discount discipline is key to their success.
Posted by Shannon Tatz on 04/15/2015

Sales operations teams often consist of highly capable people with broad skill sets. Yet many sales organizations fail to take advantage of this valuable resource. To provide the most relevant support and coherent recommendations, sales ops need to interact regularly with the sales team. Here are five ways to bring sales ops into your process.
Posted by Russ Chadinha on 04/13/2015

When people talk about using customer analytics, they tend to cite the same common obstacles: They don’t have enough data, they don’t have the right data or the data they do have isn’t clean enough to be actionable. While these may be valid concerns, don’t let customer data myths stop you from developing an effective pricing strategy.
Posted by Shannon Tatz on 04/09/2015

It’s much easier to sell to your existing customers than to new prospects, and attracting a new customer could cost five times as much as you’d spend to retain one. Losing your customers is never a positive sign, but here are five situations in which customer acquisition might make a better investment than customer retention.
Posted by Russ Chadinha on 04/08/2015

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