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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…
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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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Value-Based Pricing: Shift Your Sales Conversation into High Gear

| Holden Advisors |
I was speaking with the VP of Pricing Transformation for a Fortune 500 company recently and, as disciples of value-based pricing, we debated the subtleties of modern-day pricing theory. We agreed t…
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Beware: You Are Likely Using Personas Incorrectly

| Ellen Quackenbush |
Personas are a great tool for the right situation but are often over-used by marketing to communicate with customers and generate leads.  Personas define how a person in a specific role—let’s …
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