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When Is a Pricing Problem Not a Pricing Problem?

| Reed Holden | ,
This is a story of a highly specialized drug, Ilaris, which is sold by Novartis for $16,000 a dose or $64,000 a year. They sell to under 10,000 patients a year. Novartis discovered that the drug ma…
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3 Keys to Price Analytics Success – Video

| Mayuresh Saravanakumar |
Mayuresh Saravanakumar lays out his framework in the video below for creating a simple approach to pricing analytics success:  Identify, attack, and monitor.
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Why Can’t Sellers Close the Deal?

| Holden Advisors |
We meet and work with sales managers all over the globe and a question we are asked frequently is, “Why can’t my sellers close the deal?”  It is an important question to consider, but we must …
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3 Ways To Start Building an Enterprise Sales Process

| Joanna VanDeWater |
Most sellers follow some sort of sales process. The companies for whom they work may not label specific stages or track opportunities within them; nevertheless, the process exists. As an independen…
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