In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.

No variable compensation approach is ever going to be perfect, but you stand a much better chance if you're aware of the potential hurdles. This guide exposes the problems with various compensation schemes and explores potential solutions.

Some companies close deals rapidly at the expense of margins and profit. Other companies protect margins and control discounting at the expense of cycle-time and close-rates. In this guide, you'll learn how leading companies are able to achieve the best of both worlds.

Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.

Use this scorecard to assess your competitors relative to each other and yourself on the various elements of the Triangulated Competitive Audit.