The Buyer-Seller Gap is getting its share of press these days. Even HBR is in on the fun, having tabulated seven daunting reasons why salespeople can’t close the deal. It gets worse: only about 55% of us make quota. I wonder if accountants are as bombarded...
Author: Alicia Shevetone
Generally speaking, as a seller to a seller, we know that big sales opportunities are both a blessing and a curse. While they offer the opportunity for “quota busting” years, they also carry a heavy spotlight and the pressure that comes along with...
How many blog posts have you read that start with something like, “As a 20-year sales veteran, I’ve experienced …blah…blah…blah”? It’s amusing how sellers use tenure as a crutch for complacency. It sounds reasonable though, right? Why shouldn’t...
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We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
