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Putting an End to B2B Customer Churn
Strategy and marketing expert Christine Crandell recently explored the causes of B2B customer churn in a blog. She pointed out that while many enterprises dissolve vendor relationships on the basis of...
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Small Brands Using Software to Optimize Category Management
One of the strategies small businesses can use to acquire and retain retail partners is optimized category management; that is, the effective managing of the vendor side of a relationship. Marketing...
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How To Be An Outstanding Rep: Insight From A Sales Veteran
This week, we spoke with Noel Bielawa who has been a sales representative for food product distributor Paul W. Marks for ten years. Bielawa shared his experience over the last decade in sales and...
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When It’s Time to Break Up With Your Brand Image
Just like any other separation, the process of rebranding can be difficult, but as a business evolves it is essential that its brand follows that progress. A brand change is warranted in obvious times...
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Why Field Organizations Need Software In Visit Scheduling
Since many field organizations function as a mobile workforce, communication about client visits between managers and reps can be lost in translation. The misunderstanding that can happen with a mobile...
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What a Great Third Party Merchandising Rep Looks Like
The outsourcing industry is beginning to be known as an innovation for businesses, bringing in more business for Third Party Merchandising firms. These firms must prove to prospective clients that...
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Leading SMB Innovation with Calculation
In the past 5-10 years, the rates of software adoption in small and medium sized businesses (SMBs) have simply trickled down from big businesses. However, SMBs that fail to adopt new software...
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Boosting Employee Engagement With Effective Territory Management
Sales executive Marie Warner said in an article: “A major complaint of both novice and senior reps…is that their territories are repeatedly changed once they have invested time in fostering important...
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How to Get Your Boss on Board With Software Implementation
A management position comes with a level of complexity, between looking out for your team’s best interests and being subject to the approval of your superiors for changes. Managers too often find...
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PR Lessons Learned: 3 Branding Mistakes Made Last Year
When business set out to introduce new policies, marketing efforts, and products there are bound to be some blunders. Take a look at last year’s biggest branding mistakes, what went wrong, and the...
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Anita Bruzzese: 3 Tips For Managing Field Teams
This week we spoke with Anita Bruzzese, author of 45 Things You Do That Drive Your Boss Crazy and contributor to The Fast Track and USA Today. From her experience speaking with managers, she offered...
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Closing Customer Service Gaps With a Software Solution
In a study cited by the NACS website, only 8% of the consumers surveyed claimed to have experienced “superior customer service” while 80% of the businesses surveyed believe they provided superior...
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How A Software Solution Helps Your Team Be Their Own ‘Fire Fighters’
Too many business leaders consider themselves full-time firefighters and part-time managers. The old “putting out fires” expression is a way to describe managers who spend most of their time shifting...
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3 Tips For Successful Customer Satisfaction Surveys
For businesses with reps performing their duties away from a central office location, there is a prime opportunity to reach out to customers. One of the advantages of field-based organizations is that...
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3 Customer Service Trends to Follow in 2015
Customer experience expert Judy Philbin recently identified three critical trends that are shaping the nature of customer service in 2015. Superior customer service helps organizations achieve higher...
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How Field Activity Management Helps Achieve More Client ‘Wins’
Leaders of field teams looking to expand their businesses with more client ‘wins’ may consider looking into software solutions that are able to track individual client activity and easily tag a client...
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3 Tips On Employee Engagement For Seasonal Industries
Since organizations that hire on a seasonal basis generally experience high employee turnover rates, some managers do not seek out engagement strategies for their short-term workers. Yet, there are...
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Building Company Culture with Remote Employees
Having a solid company culture has multiple benefits such as increased employee engagement, strengthened brand image, and higher quality goal alignment. Building this type of environment can be...
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How Field Activity Management Creates “Information Aware” Employees
Of all the characteristics required to provide excellent customer service, Gartner Research Director Olive Huang says being “information aware” is the most important. She defines it as “being in...
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3 Creative Ways To Attract Consumers At Summer Promotions
The summer season is upon businesses, and that means it is time for outdoor promotions. Your business may be promoting at a fair, a sporting event, or in any other arena that attracts large crowds, and...
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How You Know Your New Hire Is Ready For The Field
There are numerous pieces of advice written on both the process of hiring and training a new hire. Yet, there is another critical step managers must make before a new hire makes the transition into...
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5 Reasons More Leaders Should Be Conducting Competitive Reports
An increasing number of businesses are implementing software solutions that allow them to collect data via mobile devices on everything from consumer behaviors and client information to stock levels...
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Top 5 Pain Points Of Field Team Managers
Managing a team of dispersed reps is an immensely demanding job. Managers must constantly coach their reps, update them on organizational changes, assess territory success, and develop business...
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3 Reasons To Start Encouraging Online Reviews Now
Online reviews can be a tricky area for businesses. Overwhelmingly, online sentiments about businesses are reflecting on a negative experience. Positive comments do appear, and those can be invaluable...
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Top 5 Resources on Employee Engagement for Business Leaders
Employee engagement is crucial to competitive success, improved communication, and higher rates of retention. Due to the recent focus of research and input on this issue, there is a large collection...
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