Suffering from a Costly Case of Sticker Shock
How One B2B Reseller's Plan to Offer Deep Discounts to Corporate Buyers Backfired...Big Time
Some companies think that their list prices don't really matter all that much. To support this belief, they'll say things like, "We've never sold anything at list," or "Our customers always ask for discounts anyway." But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
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Selling Value More Confidently in Seven Steps
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Exploring Four Different Buyer Personas
This interview with Nelson Hyde teaches you about four key buyer personas --- how to identify them and how to best deal with them.
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