How Economics Has Failed Business

I hear even highly-respected consultants express dangerous misconceptions about price and discounting.  I suspect it’s because so many people took basic economics to heart without digging deeper into the underlying assumptions or learning the true role of pricing. No...

Is Your Differentiation a Mirage?

Sales professionals all know to find and leverage differentiation. The problem: far too few know that not all differentiation is equal. Remember, any differentiation you have doesn’t turn into value until it “makes a safe landing” in a customer’s brain and connects to...

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