InSights - What you didn't know you didn't know

Selling Successfully In The 21st Century

Research on customer satisfaction indicates that 80% of all vendor deserters rated their previous vendor as “good” to “very good.” However, customers who rated their vendor as “very good to excellent” were 42% more likely to remain loyal². (more…)

Beware Of The Evil Case Study

Business is “supposedly” all about ROI… (more…)

The Most Common Myths About Sales And Salespeople


Quantitative and scientifically rigorous research can often debunk long-held “traditional wisdom.” Modern “business-to-business” research measuring customer purchase choices, as well as sales force and individual salesperson effectiveness, has provided many of the biggest surprises.

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Applying TQM Techniques To Sales

Putting the right sales people in the right sales jobs using measurable, predictable, and actionable productivity analytics technology.

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Has 50 Years Of The “Personality Test” Monopoly Compromised Productivity?

Have we taken a ride on the reading railroad…without passing go…or collecting our $200?

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