Be the best Sales Manager

By Philip Huthwaite / August 26, 2014
Have you ever felt frustrated because after all of the work you have done to generate leads, the sales numbers still did not work out as well as you expected? Have you ever questioned why your sales reps can’t close the ...
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The 5 Letters of Price (Infographic)

By Philip Huthwaite / August 21, 2014
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Seal Margin Leakage with The Price Waterfall Approach

By Philip Huthwaite / August 19, 2014
According to McKinsey research, a 1-percent increase in price can lead to an 8-percent increase in operating profit, provided that sales volume is unchanged. However, with the intense price pressure in today’s B2B selling, ...
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The 5 Letters of Price

By Philip Huthwaite / August 7, 2014
The pricing components are as easy to remember as PRICE! P FOR PERCEPTION...
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Make discounting work for you, NOT against you

By Philip Huthwaite / August 1, 2014
Generally speaking, most business owners hate discounting. Why would you want to discount if that means slashing your own margin? Nevertheless, this is still one of the most common tactics to drive sales by far, and it is ...
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