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Nine Best New Product Pricing Practices

Guest Post by Jerry Bernstein 1. Use a Process One of the most challenging tasks a marketing organization will face involves setting the “right” price for a new product. New product pricing is complex. It is important to use a process…

Closing the gap between marketing collateral and sales effectiveness for B2B marketers.

Marketing teams in the B2B world spend thousands of hours carefully crafting marketing materials aimed at communicating the value proposition of their products and services. We’ve all seen the fancy PDFs filled with product specs, wordsmith messages, and impressive visuals designed to…

SPIN Selling for a Tough Economy: Getting Concrete on Implication & Need-Payoff

Every once in a while it can help to go back and look at the classics, and for modern B2B sales one of those classics is Neil Rackham’s SPIN Selling. Originally published in 1988, SPIN Selling was one of the…

A Value Model for Call Center Software

One can make a strong case that setting prices for software is a relatively more challenging task compared to setting price for other products and services.  Since all software essentially comes down to lines of code, why is it that…

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