Archive for August 2013

Selling at the Speed of Light

  • August 29, 2013
  • Gerhard Gschwandtner
When I look around at the sales industry, one of the biggest trends I see is that customers want and expect speed. To remain competitive, you...

Do You Have Grit?

  • August 28, 2013
  • Jennifer Maul
Grit.  I love this word. Last year, I attended a presentation by Paul Tough, who was speaking on his research written about in How Children Succeed:...

Why Your Sales Team is So Afraid of Price

  • August 27, 2013
  • Mark Hunter
In the sales profession, one of the touchiest subjects is price. I rarely run into a salesperson or sales manager who does not want to discuss...

Rebates Best Practices Part 2: Incentive Rebates

  • August 26, 2013
  • Colin Carroll
Following last week’s post introducing rebates, I will now shift to highlighting some common rebate types, which can be categorized by business objective and custom...

The Changing Face of B2B Sales

  • August 22, 2013
  • Clay Wallin
Is your B2B sales organization competing effectively using customer data? I recently visited a chemicals customer who has self diagnosed their sales process as lacking an...

Rebates Best Practices Part 1: Rebates 101

  • August 21, 2013
  • Colin Carroll
In B2B pricing, rebates are a pricing best practice. Why? Because if you are not using rebates, you are probably giving customers larger discounts than they...

The Streetlight Effect & the Price Waterfall

  • August 14, 2013
  • Christine Carragee
“A policeman sees a drunk man searching for something under a streetlight and asks what the drunk has lost. He says he lost his keys and...