Improving Sales Effectiveness in a Downturn, Part 1: The Art of Negotiation Negotiation practices can help an enterprise maintain sales effectiveness during disruption. Read More
Digital Pricing Transformation & the Pursuit of B2B Pricing Excellence We comment on McKinsey's observations about the need for new pricing tools and approaches. Read More
IDC: Strategically Manage Revenue as You Add Sales Channels See IDC’s insights into how companies have implemented digital transformation this past year. Read More
4 Ways a B2B Relationship Differs From B2C The differences are deep and significant, as Ben Blaney explains. Read More
How COVID-19 Relates to Price Setting & Price Getting The parallels for healthcare and pricing professionals are striking. Read More
Why Commercial Transformation is Imperative in 2021 It's crucial for companies that want to survive, let alone thrive. Read More
Key Components of Commercial Excellence Commercial excellence demands that these four elements are properly in place. Read More
Change Management, Part 2: The Importance of Internal Alignment on Pricing Getting everyone on the same pricing page can make all the difference. Read More
Scenario Planning for Strategic Development in Uncertain Times Scenario planning is vital for any business that wants to advance during the uncertainties ahead. Read More
