Every sales manager knows that their most valuable customers are the ones they already have. Studies have consistently shown that it costs 600-700% more to source a new customer than it does to retain your existing ones for instance. There is no doubt that investing in improving the service offered to your customers pays for itself.

The Single Customer View of Digital Transformation

Posted by David Costello on 21 June 2016
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Digital transformation programmes are heavily reliant on data – which is why so many businesses are currently engaged in Big Data projects. The more information your business can collect, the more information you have available to ‘mine’ for insights that will drive strategy (and sales).

The Huge Importance of Accurate Data in Sales for Energy & Utility Companies

Posted by David Costello on 25 May 2016
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PSI are proud to announce their international expansion with the formation of PSI Australia. Led by Managing Director David Spurgeon, the experienced team of implementation consultants aim to disrupt Australia’s competitive sales fulfilment market.

PSI solidify their global presence by setting up office in Australia.

Posted by David Costello on 23 May 2016
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According to recently published research from Forrester, 2016 will be a watershed year for businesses trying to manage an increasing technically-aware customer base. Taking this statement to its logical conclusion, 2016 will be the year that digital transformation reaches critical mass and begins delivering the benefits expected.

Digital Transformation in the Age of the Customer

Posted by David Costello on 19 May 2016
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How much of your time do you think you spend putting together sales forecasts each week? An hour? More?

Actual Versus Forecast Sales: Best Practice Advice to Win the Battle

Posted by David Costello on 2 December 2015
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How much of your time do you spend stressing over what your field sales teams get up when you’re not there to watch them?

Are you torn between wanting to take control of the situation and knowing that your micromanaging will only wind people up and damage their performance?

The job of a Sales Director can be a tricky one to navigate - especially in the utilities world, where you have a serious responsibility to keep the customer fully informed and to weed out any rogue sellers. The risk is real and the stakes are high. No one wants to end up on the wrong side of the law.

Self-Policing Sales Tracking Software for your Field Sales Teams

Posted by David Costello on 30 November 2015
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