Emily Macaulay

Recent Posts

When was the last time you raised prices?

Posted by Emily Macaulay on Jul 12, 2019 2:12:51 PM

The other day I was talking to the CEO of a small medical devices firm.  During the conversation, she let slip that she hadn’t raised her prices in 15 years! I almost had to pick my jaw up off the floor. After I got over my initial shock, I asked some questions…chiefly three:

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Topics: Setting Price

The Neuroscience Behind the Discount (And How to Stop)

Posted by Emily Macaulay on Mar 14, 2019 6:45:00 AM

Salespeople have bad habits, just like the rest of us. We all know this. Perhaps one of a seller’s worst habits, however, is rampant discounting. This habit is insidious, hard to break, and downright destructive. It falls straight to a company’s bottom line and eats up margins like PAC-MAN.

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Topics: Negotiating with Backbone

The Imperative for Understanding Buyer Behavior

Posted by Emily Macaulay on Jul 18, 2018 10:31:30 AM

In a recently published study, there was a claim that nearly three quarters of executives do not understand Buyer Behavior1. What an interesting statistic. While the area of study around buyer behavior remains a hot topic, there doesn’t seem to be a proportionate amount of interest from those who should seemingly care the most – the C-Suite. Sadly, I wasn’t surprised. Customers are quite possibly the most important aspect of any business, and we simply do not spend enough time or energy understanding what they do and why they do it.  

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Topics: Negotiating with Backbone, Newsletter

Reduce, Reuse, Recycle: Reinforcement for Lasting Change

Posted by Emily Macaulay on Sep 20, 2017 12:42:47 AM

Reduce, Reuse, Recycle: Reinforcement for Lasting Change

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Topics: Negotiating with Backbone, Newsletter, Selling with Confidence