A wealth of candid,
practical insights

(And this is just scratching the surface.)

On Pricing Power and Fairness

| Reed Holden | ,
The following article is my reaction to a blog from a friend, Steve Haggett at Iron Mountain.  He responded to an article from our Patrick McCullough about some of the pricing abuses in the ph…
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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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Take Value to the Next Level

| Reed Holden |
It was a tough conversation but in the end, it was simple and quite insightful. It started with a client pushing back on price. We responded that it was going to cost us a lot to get the job done. …
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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 complacen…
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