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Go Beyond the Spreadsheet to a New Customer Value Conversation

| Ellen Quackenbush |
Recent articles and blog postings are abuzz with the power of price segmentation, driven by the abundance of transaction data and the power of pricing analytics to create highly-tuned segmentations…
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When Discounting Moves from Dangerous to Disastrous

| Reed Holden |
OK, I get it. In rapidly growing markets, it’s worth it to discount your products and services, in order to establish and expand your footprint. The high-tech guys have known this for years and use…
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Wake Up Sellers! It’s Time to Think Differently

| Adele Mclean |
Have you become trapped in your own mindset – convinced you are selling a commodity or that even you yourself have become commoditized? Are you falling prey to confirmation bias when you sell? Well…
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What Cards Have You Been Dealt?

| Travis Umpleby |
Hear Travis Umpleby discuss the Poker Playing that happens during a negotiation and the rules of the game.  Many salespeople make the common mistake of taking the first card they are dealt in …
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