Cashing in on Customer Differentiation

Posted in: Customer Relationship Management (CRM), Customer Segmentation, Marketing 101, Sales Strategy on June 25, 2012

We all know the ag market is going through lots of changes. One of the biggest of these is in our customer base--it's more diversified than ever before. When it comes to driving sales through changing market conditions, much can be learned from retailers; and that leads to some important questions for ag marketers to consider: Have you changed your marketing mix to address this new customer diversification?…

Winning the Budget Game

Posted in: Sales Strategy on June 24, 2012

Most businesses base individual compensation based on performance relative to budget with big bonuses tied to making the budget. But, this system can limit long-term growth and create opportunities to "game" the numbers.

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