From the category archives:

Industries

How to Quantify Your Value with Financial Services Customers

January 14, 2010

While the Financial Services industry has been in the news a lot lately, the metrics such customers use for managing performance are rarely mentioned. Here’s a look at this industry’s unique metrics.
While the Financial Services industry has been in the news a lot lately, the metrics such customers use for managing performance – the metrics [...]

Selling to Retail Customers? Use these Industry-Specific Metrics

September 21, 2009

One of the easiest ways to demonstrate you understand the customer’s business is to quantify your value using industry-specific metrics important to them. Gain credibility and create differentiation when engaging retail executives using the metrics below.
Executive Selling Bonus Tip: Analyst reports commonly benchmark companies using the key metrics of an industry. They’re an ideal resource [...]

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