Constant change in today’s business environment has made running the sales organization more demanding than it has ever been. The CSO (Chief Sales Officer) is regularly challenged by new demands and priorities from the CEO, customers and peers. To stay out in front of these demands, we find that successful CSOs are continuously thinking about…

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When a marketer wants to signify that they are selling a high quality item, they can raise the price. This tactic of raising prices to signal higher quality leverages the learned consumer behavior of “you get what you pay for”. Likewise, when a marketer wants to encourage purchases, they can provide buyer discounts. This second…

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