• 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.
    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 …

  • Insight
     -  Ramu I.
    March 07, 2015

    Handing out free samples is common practice in retail and for good reason. The small number of studies that have been conducted on the subject agree that sales can grow dramatically when people get …

  • 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.
    August 21, 2014

    When a company adds an online channel of distribution to existing brick and mortar channels of distribution, there are many challenges that it must address to develop cohesion between the two types …

  • Insight
     -  Ramu I.
    July 25, 2015

    Some people may regard sales forecasting as futile because it is so difficult to make predictions about the future. It may be tempting to regard it as a work of art and this is true in large measure. …

  • Insight
     -  Ramu I.
    February 15, 2015

    If your company is focused on growth, one of the most important factors in ensuring success is the productivity of your field sales force. Getting the most out of them is absolutely essential to …