The ‘last mile’ is a colloquial phrase widely used in the telecommunications to refer to the portion of the network chain that physically reaches the end-user’s premises. This connectivity is critical; it is the link to their paying customers and …
Ask any salesperson what their most valuable asset is, and they will answer instantly—my time. Great sales people are really stingy about this scarce asset, always asking “Is this the best use of my time?” before they engage with a prospect, set u…
Lately, we’ve had a lot of conversations with businesses that are ramping up “strategic pricing”. They’ve adopted more systematic approaches to pricing and have taken responsibility for setting prices away from salespeople. This transitions price …
