The Marketing Bureau

The Art & Science of Win/Loss Analysis
by Rachel Corn, Robin Kahn

First published on www.marketingprofs.com

What better time to think about improving your company's sales-force effectiveness than now? With business growth more unpredictable than ever given the current economic climate, a win/loss analysis may be just the way to help you gain a quick advantage over the competition. Surprisingly, however, most companies don't leverage win/loss. Read more >>

First Published on www.marketingprofs.com

United States : Challenging economic times can serve as a catalyst for the entrepreneurial spirit and lead to the creation of much-needed new jobs: 69% more unemployed US workers started a business in 2009 than they did a year earlier, according to a report from TrendsSpotting. Read more >>

Sales Motivation. The thirteenth in a series of collections of useable quotations to make you look really smart in your next presentation or report.   Read more >>

....Your Customer-Reference Program (and What to Do About It)
by Joshua Horwitz

First Published on www.marketingprofs.com

Salespeople work under the pressure of a very competitive environment, and they want access to any tool or resource  that will help them win business. And, as with most large corporate purchases, the only way to get new customers to sign on is to let them hear directly from current customers who can speak about their experience with your products. So why do salespeople often resist participating in your company's customer-reference program?  Read more >>