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How Can the Discipline of Pricing Drive Improvement for Business Services Firms?

Business service firms can make significant gains if they have pricing discipline, unfortunately most do not.  In fact, 30% of companies reduce pricing by 10-24%.  This variance in pricing leads to poor sales behaviors, customers who expect discounts and most importantly lower profits.

Pricing discipline is critical to sustainable, profitable growth and needs to be managed in a consistent manner.  Discipline should not lax as the month ends, quarters close and fiscal year comes to an end.

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Is Your Product Leader a Grief Creator or Grief Reliever When It Comes to Annual Planning?

The best Product Leaders are grief relievers. They are on top of the three steps talked about in this article, and they execute the necessary activities to get ready for the annual planning process.

Q3 marks the beginning of the annual planning process. Organizations are starting to compile all the data, documentation and reports to prepare for this effort. Things are really starting to get busy.

A major input to the annual planning process is the Product strategy. Having this input in time gives marketing and sales enough time to prepare, and to learn how to bring new products to market. Without it, an organization starts the year behind the eight ball.

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Sales Team Coordination – the Missing Link in Implementing a Customer Experience Framework

A coordinated sales team is absolutely critical to implementing a superior customer experience framework for the following three reasons:

  1. Superior Customer Experience is proven to drive more revenue
  2. Setting up a Structure of Farmer Account Manager with an Inside Customer Success Manager is a one-two punch for Superior Customer Experience.
  3. Look to Emerging Best Practices to stay ahead of your Peers.

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