The Last Mile Imperative

| Holden Advisors | ,
The ‘last mile’ is a colloquial phrase widely used in the telecommunications to refer to the portion of the network chain that physically reaches the end-user’s premises. This connectivity is critical; it is the link to their paying customers and …
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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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