Price Plots Can Hide Big Price Leakages

| Ellen Quackenbush |
You and your pricing team have been diligent in using your pricing software to monitor price realization and eliminate outliers, reduce unwarranted discounting, and tighten up your price band. Beware—you may be victim to the Price Complacency Trap…
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The Imperative for Understanding Buyer Behavior

| Emily Macaulay | ,
In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting statistic. While the area of study around buyer behavior remains a hot topic, there doesn’t seem to be…
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Fast Fixes: Three Things You Can Do to Acquire Profitable Customers

| saadshahzad |
What is the foremost goal of a successful business? To make a profit. Now, this may seem obvious, but in working across industries, it seems to me that many businesses need a reminder. I see this time and time again, clients getting so mired in de…
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Bullies and Backbone

| Reed Holden | ,
Recently, we’ve seen a number of negotiators get taken to the cleaners in business and politics when they just didn’t know how to deal with a bully. You know who they are: they yell and scream at you, pounding the table throughout the process…
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