Blog

  • April 18, 2018

    Tackling Account Issues Video

        Products and Services Inevitably Commoditize. Companies Don’t Have To. Dean McMann and Mark Slotnick share how to manage account issues to build the relationship with the customer and enhance the overall customer experience.
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  • April 09, 2018

    How to Deliver World-Class B2B Customer Experience

      B2B companies often struggle to deliver outstanding customer experience (CX). In a B2B environment, customer interactions are typically complex: fragmented across participants with dispersed decision-making and no unified visibility of the customer’s needs. Fostering intimacy and driving customer satisfaction requires companies to focus on the customer’s end-to-end journey. Elevating the ...
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  • March 28, 2018

    Connecting Your Embedded PS Business to Your Strategy: Turning the Primary Revenue Gears to Drive Growth & Value

    Many corporations have added Professional Services (PS) to their businesses to drive greater customer intimacy and differentiation.  But, how do ensure you’re maximizing the benefits? If you’re looking to unlock greater opportunity provided by your PS business, consider the following questions: What is the role of PS in your overall strategy: ...
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  • March 19, 2018

    The Chief Commercial Officer as a Differentiator

    Growth, through sales, is consistently one of the top goals of every for-profit business or organization.   Other goals such as quality, customer and employee satisfaction, research and other investment, cash flow, and capital deployment are also important depending on the industry and customer expectations. However, many of these goals are ...
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  • March 07, 2018

    Service Chains – The Manage Phase

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . The Manage Phase is the last phase of a Service Chain in which the client agrees to and pays for an on-going pre-determined role for you that is integral to full ...
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  • February 22, 2018

    Customer Intimacy Overview Video

    Products and Services Inevitably Commoditize. Companies Don’t Have To. Dean McMann, Founding Partner of McMann & Ransford, discusses the importance of Customer Intimacy.
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  • February 07, 2018

    Service Chains – The Implement Phase

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . After the Proof Project, the next step in a Service ChainSM is the Implement Phase, Project, or Projects. The Implement Phase is the portion of a Service ChainSM in which the ...
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  • February 02, 2018

    Typical Corrective Actions by Sales Leaders

    “The Challenge of Meeting Sales Goals” introduces a high-level discussion about why so many B2B companies struggle to meet revenue targets, highlighting how poor planning and poor execution impact sales performance. This blog will explore some typical actions that a sales leader might take to address either missing sales goals ...
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