Winning the Negotiation Game

| Mayuresh Saravanakumar |
Recently, one of our clients—a sales executive at a leading chemical manufacturer—was facing a problem that we see time and time again in negotiations.  Our sales executive, let’s call him Bob, had submitted an RFP response for a contract ren…
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The Balancing Act Between Customer Experience & Price

| Brian Doyle |
81% of companies say they will compete mostly or completely based on customer experience (CX) (Gartner). At the same time, 72% of CX professionals do not feel their programs are very successful at driving business outcomes (MaritzCX). Does that me…
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Amazon’s Tale of Two Cities and Saying Goodbye to the Rabbits

| richardharrington |
So there it is. Amazon’s year long quest for its second headquarters has finally ended with an announcement that the will be shared by two cities, Long Island City, New York and Arlington, Virginia. When Jeff Bezos first announced the plan for HQ2…
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5 Essential Selling Skills to Change the Customer Conversation

| Ellen Quackenbush |
Today’s customers are savvier and more impatient than ever. Being a Challenger and disrupting the customer’s status quo is just not enough anymore.
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