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Improving the sales and marketing effort is a ongoing process in which commitment is a prerequisite. To get the thought juices flowing,…
More Everyone in business loves customer meetings. Run a customer meeting well, and the sales process is driven closer to closure. But, run…
More The US Utility CIS market is plagued by questionable growth and excessive competition. These challenges result from the last decade’s development path…
More In high value sales, prospects need to provide permission to sell before salespeople can fully engage. Why? Getting permission to sell transforms…
More In our third article exploring changes in customer business requirements for automatic meter reading (AMR) and their effect in driving market growth…
More Making phone calls is one of the few constants with respect to selling in business markets. When businesses sell low-cost goods in…
More As discussed in our recent article, new business requirements in automatic meter reading (AMR) has increased market demand for AMR and repositioned…
More Challenging conflicts exist between the desire to institutionalize past accomplishments and the need to create of new ones. While it remains appealing…
More For most of the 20th century, reading utility meters had been a mundane process. Meter readers traversed neighborhoods, examined dials, and recorded…
More To take on the role of leadership can be like putting oneself in-front of the moving train. In this rather uncomfortable analogy,…
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