The Sales Blog
You don’t want to be a commodity. You don’t want to price like a commodity. And you surely don’t want to be disposable or interchangeable like a commodity. If you want to be something more strategic, then you cannot behave transactionally. Choosing the wrong medium: Email … [Read more...]
“Hooray! We can have the business if we match their existing supplier’s price.” Why would you ever have to match your prospect’s existing supplier’s price? Why would your prospect be compelled to change if they didn’t believe some better result was possible? And if … [Read more...]
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