Title: Cross-Selling Success. A Rainmaker's Guide to Professional Account Development. Author: Ford Harding Publisher: Adams Media Corporation   Why be known as a provider of a single service when you can engage very effectively in cross-selling? This is the question answered in... Continue reading

Title: Getting New Clients Author: R.A. Connor / J.P. Davidson Publisher: John Wiley & Sons Inc. This practical manual about Customer Obtainment and Retention Strategies, already in its second edition, uses simple language and clear, well-known examples to answer the... Continue reading

Title: Loyalty Rules! Author: Frederick. F. Reiccheld Publisher: Harvard Business School Press (2002) The virtuous circle of loyalty Following the maxim of Richard Branson, president of Virgin, who believes that “loyal employees create loyal clients and all this together creates happy... Continue reading

Title: Trout on Strategy Author: Jack Trout Publisher: McGraw Hill (2004) Jack Trout is, without any doubt, one of modern Marketing’s reference points. Creator of the concept of “positioning” as a strategic Marketing element, he is the co-author, together with Al Ries, of... Continue reading

Title: Customer Winback Author: Jill Griffin y Michael M. Lowenstein Publisher: Jossey-Bass Client loss is an inevitable reality in the majority of companies. However, the impossibility of reducing this process to zero should not lead to resignation or conformism. In “Customer... Continue reading