Richard Fouts

A member of the Gartner Blog Network

Archives for July, 2009

How to Improve Lead Quality

by Richard Fouts  |  July 30, 2009  |  1 Comment

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 burn dollars faster than chasing down unqualified opportunities. In this interview,¬†lead management consultant Carlos Hidalgo [...]

1 Comment »

Category: Personal selling     Tags:

Becoming Customer-Centric

by Richard Fouts  |  July 10, 2009  |  1 Comment

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 boatloads of money in this space. But quite frankly, is it really that hard?¬† Okay, [...]

1 Comment »

Category: Marketing communications     Tags: