Often overlooked by the numbers crunchers in the urge to merge is a crucial principle of modern marketing – analysis of customer profitability. The concept of customer profitability as it pertains to mergers & acquisitions (M&A) is advanced by Larry Selden (professor emeritus of finance and economics, Columbia Graduate School of Business and founder of…

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Are you pedantic or socratic when you sell? Which should you be? How do you go from one to the other? Or, for that matter, what’s the difference? While the terms pedantic and socratic arise most often in discussions about teaching methodologies, they also play a pivotal role when exploring sales methodologies. Salespeople can be…

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