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Aug 30, 2023

This one is the Joker 1 from the Selling Value card deck. 

You heard earlier that there are really three types of buyer's value journeys. Those happen to be analytical, relationship, and trust. 

In the analytical relationship, there's typically a lower level person who's doing a lot of side by side comparison between...

Aug 28, 2023

Ian Campbell is the author of Wall Street Journal Best Seller "The Value Sale". As Chief Executive Officer of Nucleus Research he is responsible for the company’s investigative research approach, product set, and overall corporate direction. He is a recognized expert on the return on investment (ROI) and total cost of...

Aug 25, 2023

This is an Impact Pricing Blog published on July 13, 2023, turned into an audio podcast so you can listen on the go.

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Aug 23, 2023

This one is the 2 of Diamonds from the Selling Value card deck. 

I'm often asked who should own pricing, and one of the departments that often comes up is finance. And of course, I'm not a huge fan of finance owning pricing. And the biggest reason is finance doesn't truly understand the value of our products....

Aug 21, 2023

Amy L. Riley is an internationally renowned speaker, author and leadership development consultant. She’s worked with organizations such as Deloitte, Cisco Systems and Aon Hewitt and has over 20 years of experience working with leaders at all levels.

In this episode, Amy shares effective ways of identifying your...