Adele Mclean

Adele Mclean
Vice President
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Recent Posts

Profit Decoded

Posted by Adele Mclean on Jun 17, 2019 10:41:14 AM

Recently I was talking with a few business partners about the latest business trends we see with clients. One hot topic is transformation! On any given day, another organization is appointing a new transformation leader, plotting a new strategy for organic growth, and talking about increasing profitability. On the surface, it makes sense. Successful businesses should consistently focus on revenue growth and margin improvement...right? But where is the best place to start?

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News From The Field: Am I the Rabbit?

Posted by Adele Mclean on Apr 25, 2019 9:38:40 AM

Do you have a relationship with key decision makers? 

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Topics: Negotiating with Backbone, winning proposal, buying center, rabbit

Resist the urge to "stick it" to the competition

Posted by Adele Mclean on Jan 25, 2019 11:23:11 AM

When facing low-priced competition, think twice before "sticking it to the competition" by going in with a low, low price. Watch the video to learn why:

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Topics: Pricing with Confidence

A Curious Case of Christmas Tree Pricing

Posted by Adele Mclean on Dec 27, 2018 6:30:00 AM

O Tannenbaum, O Tannenbaum how lovely are your branches.

O Tannenbaum, O Tannenbaum how can you price stay stable.
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Topics: Pricing with Confidence

Wake Up Sellers! It's Time to Think Differently

Posted by Adele Mclean on Aug 30, 2018 8:54:17 PM

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, sellers, it’s time to wake up and start thinking differently.

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Topics: Negotiating with Backbone

News From the Field: Four Key Insights from Executives Focused on Improving Their Bottom Line

Posted by Adele Mclean on Jul 18, 2018 10:32:57 AM

At a recent partner conference, CEOs and Presidents of value-added resellers discussed how to support their commercial teams and navigate the evolving landscape of selling, training, organizational design, and trust. Listen as Adele shares the Executives' viewpoints on what to start doing now to defend value in the marketplace.

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Topics: Negotiating with Backbone

Is Your Product Really a Commodity?

Posted by Adele Mclean on Jun 15, 2018 11:09:50 AM

Is Your Product a Commodity? Is it really? Or, does your customer cry commodity to get you to decrease your price? Adele McLean talks about how you can get out from under the negotiation tactic "cry commodity" to avoid the commodity trap.

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Topics: Negotiating with Backbone, Selling with Confidence

Field Report – Are You Saying “No” Too Much in Your Team?

Posted by Adele Mclean on May 23, 2018 1:22:03 PM

I have been reflecting on Travis Umpleby’s article, 3 Qualities of a High-Performance Pricing Team, and I wanted to share some observations from my recent client work about teaming and its impact on project success or failure.

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Topics: Newsletter

Why Pricing Is So Hard and Why Most Companies Mess It Up

Posted by Adele Mclean on Apr 27, 2018 6:00:00 AM

Its hard to believe its been 10 years since we released Pricing with Confidence: 10 Ways to Stop Leaving Money on the table.  In that time, the book has become a global success, published in different languages, and read and followed by executives from Fortune 1000 B2B companies. 

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Topics: Celebrating 10 Years of Pricing with Confidence

Play Better Poker with Customers

Posted by Adele Mclean on Apr 9, 2018 5:49:00 AM

Celebrating 10 Years of Pricing with Confidence (video 5 of 11).

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Topics: Pricing with Confidence, Celebrating 10 Years of Pricing with Confidence