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Notes from Dreamforce – Collabor-8

Last week I attended the Salesforce.com annual Dreamforce gathering in San Francisco (their 8th, my 2nd). Once again it was a most impressive turnout in terms of size (15,000) as well as in celebrity (Bill Clinton, Stevie Wonder, will.i.am). Marc…

Control of Discounting Requires Collaboration on Value

Our Thursday November 18 webinar “Avoid Discounting Using Value-Based Pricing” was well attended and provoked some strong responses. Discounting is a sore point across sectors, and clearly “Just Say No” is not working and in any case is not the…

Sales tool that empowers corporate vision

Should the “Competitive Leadership Model” Really Be “The Value Leadership Model”?

PWC has a Competitive Leadership ModelSM that it is encouraging companies to use to organize their strategic thinking. As part of this it asks  “How well does your business target and segment customers for maximum customer profitability?” Is this the right…

Understanding Value is the Root of Innovation – A Theme for the Mass TLC Innovation 2010 unConference

The Mass TLC Innovation 2010 unConference will be this Thursday, October 14, 2010. This event is one of the high-points of the year in the Boston area. It brings together the top visionaries, commentators, entrepreneurs and their supporting groups for a…

Getting Your Pricing Right – A BCTIA Panel Discussion in Vancouver

“Companies that priced, marketed and sold on value earned operating profits 24% higher than the industry average” – John Hogan, 2009 LeveragePoint CEO Steven Forth will join sales coach extraordinaire Reg Nordman from Rocket Builders and PricingWire’s Chris Hopf for a panel discussion…

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