Category: Article Bank

(360 words – 3 min) I have a ton of thoughts swirling in my head that I want to organize and put on paper to

(324 words – 3 min) Last week I had the pleasure of working with a company whose CEO had been to a pricing bootcamp and

(306 words – 3 min) Most companies I work with use the phrase “land and expand.”  Land means to win more new customers.  Expand means

(542 words – 5 min) One sales manager said to me, “Our salespeople show up and throw up.”  What he was saying is their salespeople

(457 words – 4 min) I first learned about the curse of knowledge in Dan and Chip Heath’s book, Made to Stick.  The concept describes

(843 words – 7 min) Your salespeople discount too much. They want the sale. They often want the sale at any cost, including the cost

(882 words – 7 min) Every purchase has one thing in common: A potential buyer looks at the price of a product and compares it

(677 words – 5 min) Pricing, like many fields, is both a science and an art. Many pricing professionals focus on the science side using

(889 words – 7 min) The most common sales compensation is a base pay plus a commission rate as a percentage of the revenue. The

(776 words – 6 min) Growing a traditional or transactional business may not have been easy, but it was easy to understand. Create great products.