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

Netflix Increases Prices

Last week, Netflix announced a $1-$2 monthly price increase for its standard and premium plans. Investors applauded the move, with shares lifting 5.4%[1] on October 6th, adding over $4B to Netflix’ market cap. How many other executives are now evaluating their pricing decisions in search of incremental revenue? Should you? Economists might answer that question by examining the price elasticity… Read More

Backbone for Big Law As someone who has spent over a decade in law firm business development, I can think of no better industry that should adopt Negotiating with Backbone. While lawyers are fantastic at negotiating on behalf of their clients, they abhor negotiating on their own behalf. The results: discounted fees and declining realization. A decade ago, realization hovered… Read More

The tale of the commodity Christmas tree. Twas the night before Christmas and all through Brooklyn people were buying North Carolina Christmas trees from a Canadian named Francois AND ‘not for Manhattan prices.’ This story starts off with François offering options for his price sensitive buyer.  Providing trees with ‘two different personalities – you have the skinny one and the… Read More