Wednesday, March 29, 2017
Home » Tag Archives: RCA

Tag Archives: RCA

How do you track Contacts in your Lead Lifecycle model?

How to manage Salesforce Contacts within a Lead Lifecycle process is a never ending debate. In Salesforce, a Lead is someone who needs to be worked–a Contact is someone who is known and belongs to an Account. The issue is Salesforce treats these two differently which poses all kinds of tracking and lead flow process issues. So how do you ... Read More »

Measuring Upsell/Cross-sell Success: The Customer Expansion Model

Do you know the impact marketing has on upsell/cross-sell business at your organization? Our recently arrived Vistaprint swag order nudged me to write about the importance of analyzing cross-sell and upsell business. Vistaprint is a master of the cross-sell model for B2C. Heck, we purchased about 25% more marketing SWAG than we thought we would. Do you want that mug ... Read More »