• Case Study
     -  Richard F.
    December 13, 2014

    Sales territories, or the districts assigned to salespeople, are about as stable as magma in a volcano. Dividing turf in ways that intuitively make sense and implementing call rotations may once have …

  • Insight
     -  Ramu I.
    January 31, 2015

    Contrary to popular belief, not every item sold needs to generate a profit. A loss leader is a deliberate pricing strategy in which a product is sold at a loss because it is priced below its market …

  • Insight
     -  Ramu I.
    March 20, 2015

    The freemium pricing strategy, where a basic product or service is available free of charge but a premium is charged for the use of addtional functions and features, is used primarily in the digital …

  • Insight
     -  Ramu I.
    June 20, 2015

    For small businesses, billing can often create problems because limited staff are all stretched thin and that means these people tend to concentrate more on growth than invoicing customers. The …

  • Insight
     -  Ramu I.
    June 07, 2015

    Virtually every B2B business relies on sales pipelines and forecasts to decide on a wide range of business issues ranging from budgets to bonus payments. Therefore its critical that this information …

  • Case Study
     -  Richard F.
    March 31, 2015

    W&O Supply is America’s largest provider of marine pipes, and supplies these to customers that include cruise lines, the navy, commercial shipping companies and offshore rigs in the U.S., …

  • Insight
     -  Susmita B.
    June 22, 2014

    Every product has a limited life span. In 1966, economist Raymond Vernon formalized the theory that all products go through a series of stages called the product life cycle.  Although the …