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[Day 2] Sales 3.0 Conference Takeaways

The second and final day of the Sales 3.0 Conference is in the books! Messages of improving the sales landscape with technology, training, and the merriment of the two continued to be at the forefront of each discussion. Once again,…

[Day 1] Sales 3.0 Conference Takeaways

My boss says, “What happens in Vegas stays in Vegas!” every time I’m leaving for one of these conferences. At first, I thought it was him telling me, “Have fun!” with a famous slogan, but now I’m starting to think…

Q&A: The Top Key to Success in Price Negotiations

Joanne Smith is the President of Price to Profits Consulting, formally the DuPont Corporate Head of Marketing and Pricing, and the author of two books. She focuses on helping B2B companies transform their pricing performance. At DuPont she was instrumental…

Empower B2B Segmentation to Improve Pricing Performance: Execute on Account-based Marketing [Part 5]

The effective execution of well-designed, profitable segmentation is the holy grail of pricing.  As consumers and as business buyers, we all face tiered pricing as we choose between different offerings that add or subtract product and/or service features. Most well-structured…

Gartner Sales & Marketing Conference Recap

Last week I attended Gartner’s Sales & Marketing Conference where I joined leaders in sales, marketing, and sales enablement to discuss latest trends, Gartner research, and the future of these functions. There was a lot to take in, but this…

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