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Nothing Happens without an Order

| Joanna VanDeWater |
Sales enablement is not about sales. “What? That doesn’t make sense,” you might think to yourself. I’ll go a little further. Sales enablement as a concept is flawed at its core. Bold words from som…
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Market Elasticity: The Red Herring of B2B Pricing

| Reed Holden |
It was a simple conversation with 40 pricing professionals, part of a “current events” topic in pricing session. Towards the end, one of the pricing directors for a line of machines raised her hand…
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The Consequences of a Discounting Culture

| richardharrington |
Car Makers Spend More on Discounts than Labor on a Car
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If Value Falls in the Woods

| Travis Umpleby |
If a tree falls in woods, and no one is around to hear it, does it make a sound?  After listening to a presentation in which the speaker claimed value didn’t exist until the customer recognize…
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