(Part 3 of 3)
(Part 2 of 3)
In the first blog of this Asking Great Questions series, I talked about the need or rationale for asking questions. Great questions can undoubtedly be great tools in the right hands. However, as any good craftsperson can tell you, the key to getting the most out of your tools is knowing how to use them. Using a hammer to drive in a screw never works, no matter how hard you pound.
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Topics: Selling with Confidence
What sales people want from you dear Santa – I mean dear CEO and dear GM for 2018!
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Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Confidence
‘Tis the season for car commercials and countdowns. I will spare you the sentimentality of the great American holiday car spots. Instead, I bring you a bit of fun to close out this holiday season. We’ve had a super year working on really complex and challenging pricing issues, discovering hidden value for clients, and working with sales people to protect that value in negotiations. Some of those same consultants are also talented (and competitive) writers who enjoy sharing insights with our followers. Let’s see who scored the most page views on their blogs.
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Topics: Negotiating with Backbone, Pricing with Confidence, Selling with Confidence, Uncovering your Value
In recent years, the word value has become almost meaningless. This watered-down version of value frustrates anyone striving to improve sales effectiveness and overall business results. We know customers want value. But, what does that mean exactly?
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Topics: Negotiating with Backbone, Selling with Confidence, Uncovering your Value
I love Thanksgiving. We get to focus on eating food (my favorite), watching football, spending time with family and friends, but most importantly, we all get to reflect on what we have to be thankful for this year. Family, friends, and health usually top the list and this year is no different.
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Topics: Negotiating with Backbone, Newsletter, Selling with Confidence
Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given?
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Topics: Negotiating with Backbone, Newsletter, Pricing with Confidence, Selling with Confidence, Uncovering your Value
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.
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Topics: Pricing with Confidence, Selling with Confidence, Uncovering your Value
