An RFP Just Arrived...

Posted by David Broadbent on Sep 20, 2017 12:49:53 AM

An RFP Just Arrived…

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Topics: Negotiating with Backbone, Newsletter, Selling with Confidence

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

Amazon to North American Cities: Calling all Rabbits

Posted by Richard Harrington on Sep 20, 2017 12:38:52 AM

Last week, big city mayors across the US received the kind of news they dream about: Amazon is looking for a second corporate headquarters, with the promise of billions of dollars of investment and a potential of 50,000 new jobs.1

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Topics: Negotiating with Backbone, Newsletter

Moving Beyond Big Data

Posted by Reed Holden on Sep 20, 2017 12:37:30 AM

The purpose of "big data" is to give managers a clearer vision of something so they can make decisions about products, pricing and distribution. In pricing, it is generally around how customers buy.  It uses statistical techniques to group customers into definable segments and helps you figure out how to sell to those segments.

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

Who Is Winning at Sales Transformation? How Oracle is Taking the Lead

Posted by Pete Morelli on Aug 23, 2017 12:21:40 PM

Commentary from WSJ Aug 17, 2017 "How Oracle Engineered Its Sales Staff for the Cloud”

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Topics: Newsletter, Selling with Confidence

The Last Mile Imperative

Posted by Tim Mullane on Aug 23, 2017 12:21:01 PM

The 'last mile' is a colloquial phrase widely used in the telecommunications to refer to the portion of the network chain that physically reaches the end-user's premises. This connectivity is critical; it is the link to their paying customers and allows them to receive revenue for their entire network. Without the connection there are no customers, no revenue.

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Topics: Newsletter, Selling with Confidence

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

Change that Channel? Nike Resolves to Fix Pricing Conflict with Amazon

Posted by Pete Morelli on Jul 26, 2017 6:44:36 PM

For over a decade, athletic titan Nike declined to partner with Amazon, America’s largest online retailer. Nike held out, wanting to carefully control brand messaging while enjoying higher margins through its distribution network of brick and mortar stores. On June 29th, Nike conceded by confirming a deal with Amazon to sell and distribute apparel and footwear.

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Topics: Newsletter, Pricing with Confidence

Dynamic Pricing Should Come with a Warning Tag

Posted by Richard Harrington on Jul 26, 2017 6:43:54 PM

With astonishing speed, Uber has disrupted the taxicab industry. Others have looked at their success and dreamed of emulation. The strategy often touted for Uber’s success is surge pricing; charging higher prices at times of high demand. Surge pricing is an example of dynamic pricing, where the price fluctuates depending on one or more factors, like the demand for ride service.

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Topics: Newsletter, Pricing with Confidence, Selling with Confidence

Pricing's Non-Linear Effect on Your Bottom Line

Posted by Saad Shahzad on Jul 26, 2017 6:43:32 PM

 

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Topics: Newsletter, Pricing with Confidence