A Strategy for Creating Sales and Marketing Messages
Read Article by Suzanne Rabauer

Want to gain some insight into sales and marketing messages from your customer's point of view? Just walk the trade show floor in your industry and use a quick three-question test to analyze what you hear:

1. What are they selling? (Do you know after their elevator pitch?)
2. Why would you want to buy it? (Could you repeat it?)
3. What questions were you asked before they launched into their pitch? (They did ask you questions, didn't they?) Read Entire Article

Using Maintenance to Drive EPS
Read Article by Gerard Frey

"A 3% increase in maintenance would increase EPS by $.01"
"It keeps the lights on in our company"
"Without it, we would be dead"
"By far, our most profitable product line"
"Protecting it is our company's most strategic initiative"

These are just a few quotes we have heard from technology executives about the importance of maintenance revenue to their companies. Since forming our Maintenance Retention practice seven years ago, we have had numerous discussions with technology executives concerning the health of their maintenance businesses. Read Entire Article

Services: A Transformation Strategy
Read Article by Scott Fletcher

In many professional services organizations, the word "transformation" is stated as a major initiative, but what does it really mean? There's a large interest in these organizations to transform the organization, goals, or practices, but what are these firms really aiming for? Read Entire Article

Developing a Sales Communication Strategy
Read Article by SiriusDecisions

Communication is defined as the ability to arrange words in syntax, allowing the transfer of thoughts from one person’s mind to another; it is what distinguishes man from all other species. The good news is that our ability to communicate enabled our primal ancestors to crawl out of their caves and build societies. Read Entire Article