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The seven key factors for enabling a price increase to succeed

Seven Keys to Successfully Increasing Prices in 2021

By Tim J. Smith, PhD July 20, 2021

In today’s post-pandemic, rising inflation economy, most companies realize a need for a price change. If you are considering a price increase today, which you likely are, here are the seven key factors for enabling a price increase to succeed.

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How "The Challenger Sale" by Matthew Dixon and Brent Adamson can be applied to Pricing

How Pricing Can Support the Challenger Sale

By Nathan L. Phipps July 20, 2021

I recently read “The Challenger Sale” by Matthew Dixon and Brent Adamson, highly regarded book among those in the field of B2B sales. How can the sales principles in this book be applied to pricing?

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Pandemic and Microchip Shortage Create Turmoil for Car Sales

Pandemic and Chip Shortage Create Turmoil for Car Sales

By James T. Berger July 20, 2021

The combination of the coronavirus pandemic and a shortage of microchips has created a nightmare for both buyers and sellers of new and used automobiles. Post-Pandemic America clearly has become a rough ride for car owners.

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How should you price consumer space flights

Strategic Movements July 2021

By Tim J. Smith, PhD July 20, 2021

Strategic pricing movements in July 2021: Procter & Gamble and General Mills announced plans to reduce discounts and selectively increase prices to offset costs, while consumer space flight providers determine pricing strategies.

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Best Practices for Executive Milestone Meetings

Wiglaf Internal Memo: Executive Milestone Meetings

By Tim J. Smith, PhD June 17, 2021

The purpose of the executive milestone meeting is to deliver the recommendations that address the key management challenge in a manner which all the key-decision makers can consume, discuss, and act upon. In this article, we provide an overall template for executing successful milestone meetings which can be adjusted to meet your specific needs.

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Timely Feedback is Essential for Pricing

Timely Feedback is Essential for Pricing

By Nathan L. Phipps June 17, 2021

Feedback on pricing behavior needs to be timely. In most cases, that means that salespeople need to have feedback on their prices at the time of the sale. How else can they discern meaningful information about the transaction and adjust accordingly?

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Colorado’s Equal Pay for Equal Work Act is causing some companies to refuse Colorado applicants for their remote positions.

Remote Work, Coloradans Need Not Apply

By Kyle T. Westra June 17, 2021

Colorado’s Equal Pay for Equal Work Act came into effect in January 2021. It aims to increase workplace transparency by requiring, among other things, companies with Colorado-based job openings to list good faith salary compensation ranges on job postings. Instead, some companies are refusing to consider Colorado applicants for their remote positions.

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Hard to Predict the Future of Out-of-Home Film Entertainment

Hard to Predict the Future of Out-of-Home Film Entertainment

By James T. Berger June 17, 2021

One of the most puzzling questions coming out of the COVID-19 pandemic relates to predicting the future of out-of-home film entertainment, i.e., movie theatres. Several dimensions define the problem – mainly, the continuing rounds of disruptive innovation that have affected the film industry.

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U.S. Labor Department reports that consumer prices are 5% higher in May 2021 over May 2020.

Strategic Movements June 2021

By Tim J. Smith, PhD June 17, 2021

Strategic pricing movements for June 2021: inflation reports consumer prices are 5% higher in May 2021 over May 2020, Campbell Soup Co. (CPB) is raising prices to offset higher costs, Ford is developing the all electric F-150 Lightening truck, corn and chicken prices are way up.

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Strategies for being effective in committees

Making Committees Work for You

By Tim J. Smith, PhD May 18, 2021

How do you get things done in a committee? We join many committees for many reasons, but generally we join them for…

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