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Sales Initiative Magazine: Win the World Cup in Sales

By: Jennifer Maul Bring your ‘A’ game to a deal and to your sales process, says Jennifer Maul, senior vice-president sales, Vendavo Inc. When was the last time you practiced a pitch before a meeting? This is something that’s so simple to do yet not often done. Of course, more than just being prepared for a […]

Entrepreneur: When Setting Prices, Ignore Your Gut and Pay Attention to Big Data

By: Neil Lustig Joseph Schumpeter, a giant of economics, wrote brilliantly on the subject of price (“Price equilibrium in the circular flow is displaced by an analysis of prices in motion”). But if you lead business-to-business (B2B) sales teams, or manage pricing to maximize revenue, you’d do well to listen to Franklin Roosevelt instead. At a […]

The Economist: Don’t sell what you make

By: Joe Boissy Sell your product’s story and stay out of price wars Some years ago, a German maker of household cleaners scrambled to launch a new line of spot removers in the U.S. Armed with details of the brand’s advanced formulas, sales teams fanned out across the trade, but all they got was “no […]

Wiglaf Journal: Getting Pricing Done with Robert Smith, Eastman Chemical Company

By: Tim J. Smith How are leading companies getting pricing done?  I interviewed Robert Smith, Director of Corporate Pricing at Eastman Chemical Company to hear this leader’s perspective on organizing pricing to perform:  What kind of challenges should the pricing function address?  Who should be engaged in pricing?  And what kind of tools and techniques […]

Vendavo to Showcase Profit Analytics Application Running on SAP HANA® at SAP SAPPHIRE® NOW

Innovative Solution Enables Enterprises to Quickly Identify Sources of Margin Leakage in Real Time for Bottom-Line Growth MOUNTAIN VIEW, Calif., May 27, 2014 – Vendavo, a leading provider of revenue and price optimization and management solutions, will showcase Vendavo Profit Analyzer running on the SAP HANA® platform at SAPPHIRE® NOW and the Americas’ SAP Users’ […]

Vendavo Launches Breakthrough Big Data Solution That Offers Targeted, Real-Time Pricing Recommendations For Businesses

  Leveraging customer transactional data, Vendavo Power & Risk empowers sales teams with dynamic pricing insights, helps businesses harness ‘overlooked’ revenue to boost margins MOUNTAIN VIEW, Calif., April 30, 2014 /PRNewswire/ — Vendavo, the leading provider of revenue and price optimization and management solutions, today announced the launch of Vendavo Power & Risk, the latest in […]

WSJ: Analytics For Revenue Growth Lags in Big Data Push

By: Michael Hickins Improving top-line growth is one of the implicit promises of the technologies known collectively as Big Data, yet most companies are using these tools mainly for other purposes, such as fighting malware, or identifying when warehouse distribution lines are falling behind schedule. One reason, of course, is that companies are cagey when […]

SMM: Making Big Data Work for B2B Sales

By: Joe Boissy More data means selling power – no matter where or to whom you are selling Retail salespeople always seemed to have it a bit easier than B2B salespeople: the price is on the tag, take it or leave it. Traditionally, they haven’t had to experience an arduous sales process that entails the nerve-wracking […]