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Value Is the Christmas Cheer Even Scrooge Can Get Behind

Posted 13 Dec, 2017 | Posted in: Newsletter | Tagged: , ,
Richard HarringtonWritten by Richard Harrington

Nothing beats the smell of a real Christmas tree. Every year on the weekend following Thanksgiving, my wife and I head to the local pop-up seller where tree farmers from up north display their wares of Balsam, Frasers, and Douglas Firs. We evaluate each tree based on size, ability to hold ornaments, the shape, propensity for needle drop, etc. and select… Read More

A discount may not be the solution.

All pricers think there can be improvements in getting the right price. Recently, I experienced a situation with the right pricing, product, and negotiating strategy. The story starts with my wireless provider. I had issues of dropped calls and, in frustration, I called their customer service. The agent told me that there was a scheduled maintenance going on at the… Read More

Give Thanks

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. As we prepare for our Thanksgiving break, I… Read More

take tough negotiating tactics

Over the past year, I have noticed an increase in “scorched earth” negotiating tactics. These are tactics which move beyond “going kamikaze” that I talk about in Negotiating with Backbone. This new tactic indicates that the other party is going to angrily walk away from the deal and hurt each of the parties in doing so. Here’s what I have… Read More

Curiosity and Confidence in Leaders

On Great Leaders

Posted 18 Oct, 2017 | Posted in: Newsletter | Tagged: , , , ,
Reed HoldenWritten by Reed Holden

We’ve had a lot of discussions on leadership lately. They tend to focus on people not characteristics. You know the drill, this person is a great leader and this one isn’t. It just so happened that I had a chance to meet an author, Chris LaVictoire Mahai of Aveus, who has an upcoming book on leadership.  She is focused on the characteristics of leaders who can drive positive,… Read More

Sales Teams Thrive with Right Tools

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? As an avid DIY’er, I enjoy tackling various home renovation projects. I recently took on a larger project, so I enlisted the help of a friend who works… Read More