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When procurement initiates difficult negotiations, defend your value with backbone!

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When is being a Rabbit a bad thing? For starters, if you are a salesperson pursuing an RFP you have no chance of winning, you may be a Rabbit.

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The Virtues of Value

Apr 13, 2017

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Understanding the financial value your products and services create for customers is the most important forward-looking capability to build confidence in customer facing teams.

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Category: Pricing

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Discounting has an obvious upside, but the downside is discounting is often insidious and hidden: profit leakage and erosion of trust.

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Category: Pricing

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Does value only exist if the customer recognizes it?

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Category: Pricing

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Elon Musk recently instituted fees to help shape owner behavior

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Category: Pricing

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Uncover the drivers of discounting and the effectiveness of an organization's profit improvement initiatives using a combination of waterfall analysis and Pareto analysis.

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Category: Pricing

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Pricing and revenue dashboards are again comparatively easy to develop, and will have a profound impact on decision-making in your company.

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Category: Pricing

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Part 2 in the pricing analytics series focusing on analysis of discounts using a pricing plot.

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End of year discounts bring short term bump, long term headaches

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