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Be Careful What You Ask For — A Cautionary Groupon tale

May 15, 2011

Many companies are flocking to Groupon, lured by the promise of soaring sales and lots of new customers. Yet nothing is as good as it seems. A recent study showed that customers brought in on a Groupon promotion are less loyal, less likely to repeat and spend as much money as regular customers. What is [...]

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7 Warning Signs Your Customers May Be Deserting You

May 2, 2011

You come into the office one morning, and within minutes, your stomach starts to get queasy.  You can’t quite put your finger on it, but something is wrong.  Are you losing customers, especially best customers? Before Sales starts grumbling and the CEO comes by for an explanation, look for these 7 key warning signs that [...]

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Forget your most important customer?

May 2, 2011

We have always known how important it is to communicating well internally in order to help make the sales and operations teams more customer-centric. You can do all the data-mining in the world, develop stunning, game-changing insights, and it can all fall flat in the field (and often does). This analysis, from South Africa, is [...]

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Will you be fired because of the new acquisition?

April 26, 2011

In the past week, three of my clients have told me about an acquisition that their organization was making.  Apparently, this is a good market to add scope and resources, since the some of the industry leaders are turning around and looking to improve their short and long-term profits by buying some of the competition. [...]

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Does data-driven decision-making work?

April 24, 2011

You bet. Recently, a study at the Wharton School demonstrated that companies that adopt “data-driven decision-making” average 5-6% high productivity than those that did not. The academics studied 179 large companies and found that data-driven decision making was often the difference between success and poor performance in their industries. Here is what the study does [...]

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