Does your organization struggle with discounting?

| saadshahzad | ,
Do you think your sales team effectively sells the value that you provide to your customers? And how would you measure that, anyway?
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Wayward Sales Veteran Comes Clean

| Alicia Shevetone | , ,
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 should…
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The Neuroscience Behind the Discount (And How to Stop)

| Emily Macaulay |
Salespeople have bad habits, just like the rest of us. We all know this. Perhaps one of a seller’s worst habits, however, is rampant discounting. This habit is insidious, hard to break, and downright destructive. It falls straight to a compan…
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GEICO is Turning Me Into a Poker Player

| richardharrington |
I recently renewed my car insurance. It had been a few years since I’d changed the policy, and the cars were now half a decade older, so I decided to call GEICO to see if they could save me some money; after all, they promise new customers th…
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