Ellen Quackenbush

Ellen Quackenbush
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Recent Posts

Great Questions are Grounded in Curiosity

Posted by Ellen Quackenbush on Jan 11, 2018 6:00:00 AM

(Part 1 of 3)

Great leaders spend their time looking forward and inspiring their team to build an exciting future.   These leaders actively embrace curiosity and reward people that ask great questions rather than ones that offer quick answers.

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Pricing Priorities: What is Really Worth Your Time?

Posted by Ellen Quackenbush on Aug 23, 2017 12:20:22 PM

Ask any salesperson what their most valuable asset is, and they will answer instantly—my time. Great sales people are really stingy about this scarce asset, always asking “Is this the best use of my time?” before they engage with a prospect, set up a sales call, or respond to an RFP. In sales terms, they qualify the opportunity before they invest their time. Right on!

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Topics: Newsletter, Pricing with Confidence

You Can Have Too Much Innovation

Posted by Ellen Quackenbush on Jun 7, 2017 6:07:07 PM

Innovation is the key to revenue growth and a healthy stock price, right? Firms with innovative products and services can crush the competition with unique, market-leading offerings that command premium prices and develop an early market lead. So unleash those product developers and software engineers to innovate away! Not so fast, warns experts from MIT’s Center for Information Systems Research. Siloed innovation can create complexity, increase costs and leave the customer with a dizzying array of salespeople and systems to deal with.

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Topics: Newsletter

Won & Done

Posted by Ellen Quackenbush on Mar 21, 2016 8:00:56 AM

Congratulations! You just inked a major deal that you’ve been working on for the past six months. You carefully worked the deal through a complex buying process, beating out your major competitor in the process. Your quota is almost clinched for the quarter. Time to focus on those other prospects that you have shortchanged recently in the hope of making it over the finish line.

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Topics: Selling with Confidence, Uncovering your Value

The New Value Alchemy

Posted by Ellen Quackenbush on Aug 25, 2015 8:00:53 AM

Wireless carriers continue to amaze me by their drive to race each other to the bottom of the pricing curve.  Who can lose money faster to grab new customers?

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Topics: Selling with Confidence