Not all prospects are created equal. What makes a good customer for your company? Are you sure you know?  Over the past several years, most of us would say that any prospect with a pulse is a ...

Throughout my various stints as a CIO, I’ve had a number of opportunities to assist sales teams as they worked to land or close significant deals. But even more frequently, I was brought in to help ...

"Business leaders are starting to recognize how costly keeping a poor-fit customer can be for business, such as overcustomization, custom-made solutions, and outsize time spent on servicing," said ...