The Actions for Strategic Pricing

| Reed Holden |
Lately, we’ve had a lot of conversations with businesses that are ramping up “strategic pricing”. They’ve adopted more systematic approaches to pricing and have taken responsibility for setting prices away from salespeople. This transitions price …
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Dynamic Pricing Should Come with a Warning Tag

| richardharrington | , ,
With astonishing speed, Uber has disrupted the taxicab industry. Others have looked at their success and dreamed of emulation. The strategy often touted for Uber’s success is surge pricing; charging higher prices at times of high demand. Surg…
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Why Can’t Sellers Close the Deal?

| Holden Advisors |
We meet and work with sales managers all over the globe and a question we are asked frequently is, “Why can’t my sellers close the deal?”  It is an important question to consider, but we must first establish a few assumptions.
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When Your Buyer is a Bully

| Chris Mitchell |
With the media full of reported bullying incidents in politics, schools, on sports teams, and in the work place, why do so many sales professionals put up with these similar tactics demonstrated by procurement? Some bullying experiences are subtle…
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