Change Your Customer Relationship and Eliminate Profit-Eroding Bad Habits

| Holden Advisors |
I had lunch recently with Mark S., owner of a small manufacturing and distribution firm who announced, “I had to divorce one of my largest customers today.” I wasn’t taken back by his statement, as I have always known Mark to manage his business w…
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A Culture of Asking Questions

| richardharrington |
Commentary by Richard Harrington From: “Bursting the CEO Bubble” by Hal Gregersen hbr.org, March/April 2017
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Nothing Happens without an Order

| Joanna VanDeWater |
Sales enablement is not about sales. “What? That doesn’t make sense,” you might think to yourself. I’ll go a little further. Sales enablement as a concept is flawed at its core. Bold words from someone who loves sales and makes a good living focus…
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Market Elasticity: The Red Herring of B2B Pricing

| Reed Holden |
It was a simple conversation with 40 pricing professionals, part of a “current events” topic in pricing session. Towards the end, one of the pricing directors for a line of machines raised her hand and said, “I’m about to have a special price prom…
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