The Science of Loyalty™ As a young consultant I spent much of my time conducting qualitative and quantitative customer research for my...

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...

If 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...

We’ve been discussing the four definitions of success and explaining how most characterizations of success will fall into one of four...