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Dynamic Pricing Warning

An RFP Just Arrived… An RFP just arrived in your email. No, you were not expecting this RFP: it came out of the blue.  It could have come from that company, that organization, or that agency you have approached time and again. You might have already been doing business or never worked with them at all. That does not matter,… Read More

Reduce, Reuse, Recycle: Reinforcement for Lasting Change Let’s face it, Sales transformation is all about change.  Change is all about choices.  But how do you support change that lasts? Choose reinforcement. We all want to avoid the revolving door of sales training programs that sap morale and have you searching high and low for ROI.  How can you reduce the… Read More

Amazon to North American Cities: Calling all Rabbits

Posted 20 Sep, 2017 | Posted in: Newsletter | Tagged: , , ,
Richard HarringtonWritten by Richard Harrington

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 Time for negotiating tactics.  Get to work on that proposal – re-election awaits! While Amazon’s unusual tactics have caught the… Read More

Moving Beyond Big Data

Posted 20 Sep, 2017 | Posted in: Newsletter | Tagged: , , , ,
Reed HoldenWritten by Reed Holden

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. There is nothing new about “big… Read More

Sales Transformation Experts

Commentary from WSJ Aug 17, 2017 “How Oracle Engineered Its Sales Staff for the Cloud” As sales transformation experts, we often advise our clients to be wary of “the strategic accounts that you cannot afford to lose.” Typically, customer-facing teams are bending over backwards to service these big “strategic” accounts to the detriment of smaller customers who provide better margins… Read More

Last Mile Imperative

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. At Holden… Read More