pricing
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Sales 102 – The Pitch Deck, the Price Reduction and the Data
- September 29, 2016
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Recently I met with a CEO whose salespeople were not closing enough business. We had just evaluated their sales force and I had the answers as to why their sales were so underwhelming. Before we could explain what was causing
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Key Account Sales – More Than Just Important Accounts
- November 2, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Over the last several months I have engaged in several on line disagreements about the importance of asking questions early in the sales process. More than one sales expert has claimed that asking questions violates trust. More than one marketing
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Differentiating a Pricing Strategy from a Sales Strategy
- May 1, 2009
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
…Do you subscribe to Verne’s Insights – 10 Minutes with the Growth Guy – Verne Harnish? You should. It’s the best newsletter I get – one I actually read each week! In today’s issue Verne wrote that his favorite