Rethink Account Management, Raise Your Prices
At the highest level of pricing centralization and, I believe, value-and-profit creation, here’s how account leaders and a value council should work together
Win Without Pitching®: Thinking
Article
“Let’s see what kind of client you’ll make.”
Let’s try on the idea of you being as ruthlessly discerning with your prospective clients, if a little kinder in your language. What are the questions you would like to know in advance of working with a client to determine if this relationship is going to work?
The Most Valuable Skill in Business
The goal of value-based pricing is not to charge more—that’s merely a beneficial consequence. The goal of value-based pricing is to create an organization that is intently focused on creating extraordinary customer value.
Evaluating Your Sales Infrastructure
How well is your leadership team supporting the people on the new business development front lines? Find out by answering this eight-question quiz.
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