Tom CatesJun 17, 20194 min readThe Science of LoyaltyThe Science of Loyaltyâ„¢ As a young consultant I spent much of my time conducting qualitative and quantitative customer research for my...
Tom CatesJun 3, 20194 min readThe Value Scale – Great, Poor or Fair Value: Which do you offer?The Value Scale™ We like to describe the concept of value using the analogy of the old-time apothecary scale …in this context, we call it...
Tom CatesApr 29, 20192 min readThe Easiest Way to Meet or Beat Your B2B Sales GoalsIf you’re a salesperson, you probably focus mainly on finding new clients. But if you work in a mature B2B industry, that isn’t always so...
Tom CatesApr 22, 20192 min readFour Definitions of Success: Customer ExperienceWe’ve been discussing the four definitions of success and explaining how most characterizations of success will fall into one of four...