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Who Is Winning at Sales Transformation? How Oracle is Taking the Lead

| Pete Morelli | ,
Commentary from WSJ Aug 17, 2017 “How Oracle Engineered Its Sales Staff for the Cloud”
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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 criti…
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Pricing Priorities: What is Really Worth Your Time?

| Ellen Quackenbush | ,
Ask any salesperson what their most valuable asset is, and they will answer instantly—my time. Great sales people are really stingy about this scarce asset, always asking “Is this the best use of m…
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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 pri…
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