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For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.

In sales, it can be challenging to know where to focus your attention and resources. This guide provides a framework of the seven areas where improvements have the most impact on close rates, cycle times, deal sizes, and margins.

Very often in business, the truth behind problems runs counter to what the people in charge actually believe. This entertaining case study reveals the true root-causes behind one company's "failing" lead generation programs.

A well thought-out strategy can reduce pricing pressure and increase deal velocity. Learn how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.

We recently went through a virtual negotiation training program that can help close the massive skills gap between buyers and sellers. In this research brief, we share our impressions and recommendations.

Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.

How do you make your CRM dashboards an effective tool your salespeople will utilize long after the "shininess" has worn off? This Express Guide details ten strategies and tactics we’ve gleaned through our research with leading B2B sales operations and sales experts.