A wealth of candid,
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A Continuing Saga: What If Your Customers Hate You?

| Reed Holden |
Last month, I wrote about problems with the phone company that provides service to our home in the woods of Maine. If you don’t remember, the service is terrible and the process to get problems res…
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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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