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Richard Fouts

Former Research VP

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How to Improve Lead Quality

Richard Fouts | July 30, 2009

It’s tempting in any economy, but especially one where demand is soft, to cast a wider net in hopes of generating more leads. But with sales costs soaring, it’s more important than ever to keep lead quality high. Nothing can…

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Becoming Customer-Centric

Richard Fouts | July 10, 2009

There are volumes of books, articles, blogposts, classes ….tweets .. on what it means (and requires) to be a customer-centic organization (I just googled “customer centric” and got 1,880,000 returns). Every highly paid management consulting firm in the world makes…

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