Adele Mclean

Adele Mclean
Vice President
Find me on:

Recent Posts

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.

Read More

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.

Read More

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.

Read More

Topics: Selling with Confidence, Negotiating with Backbone

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.

Read More

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. 

Read More

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).

Read More

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

Field Report: Using Give-Gets Nets Sales Team $150k Profit Improvement

Posted by Adele Mclean on Feb 14, 2018 7:38:23 PM

I received a call late Friday afternoon from one of our clients, a $800m DaaS company. The VP of Sales Transformation had attended a recent Negotiating with BackboneSM workshop and played the role of a Coach. She was collecting revenue-and-profit impact stories from the 30 employees who had also attended the workshop, and she was thrilled with the results they were reporting.

Read More

Topics: Newsletter, Selling with Confidence

Special Report from the Field

Posted by Adele Mclean on Jan 17, 2018 11:50:00 AM

 

Read More

Topics: Newsletter, Selling with Confidence

A Holiday Carol to all CEOs and GMs from your sales team: ‘All I Want for Christmas are Some Negotiation Tools that Work for Me’.

Posted by Adele Mclean on Dec 19, 2017 4:30:02 PM

What sales people want from you dear Santa – I mean dear CEO and dear GM for 2018!

Read More

Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Confidence

What is Your Pricing Purpose? - Video

Posted by Adele Mclean on Oct 12, 2017 1:18:50 AM

Adele McLean talks about finding your pricing purpose in this week's video blog. Find out if you have succumbed to some of the common pricing pitfalls, like cost-plus and market-based pricing, and how to get your pricing priorities back on track.

Read More

Topics: Pricing with Confidence, Selling with Confidence, Uncovering your Value