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The Real Growth Driver: Blending Commoditization and Differentiation

Economists and marketers are divided on what drives growth. Most economists believe that efficient markets are the key. An efficient market requires transparent information about prices and products that can easily be substituted one for another. Price is set by…

Discounting in Enterprise Software: Challenge & Opportunity

The enterprise software industry has trained its customers to expect discounts. The list price is seen, at best, as a starting point for negotiation, and in many cases is simply irrelevant, something that doesn’t even act as a reference price….

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…

Read this if you Plan to Sell Hardware to AT&T!

The other morning I had an opportunity to listen to John Donovan, Chief Technology of AT&T who was presenting at a Mass Technology Leadership Council event, “The Future of Mobile” at Microsoft NERD here in Cambridge. A key theme was…

How Does Pricing Support the Sales Function?

About a month ago we posted the above question on a number of our favorite groups. This provoked some vigorous discussion, and as this was spread across different groups we wanted to pull the main threads together and share them…

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