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Case Studies

Learn from Others’ Experiences…

It’s always a good idea to learn from others who’ve gone before. But glowing success stories that omit the painful realities of a situation only go so far toward helping you avoid making the same mistakes. That’s why our case studies are different—showing you the good, the bad, and the ugly.

Here’s a sampling from the Playbook:

Innovating to Maximize Sales Productivity

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Without adding headcount, how do you pursue a host of new customers while retaining and growing a massive base of existing customers? Learn how one B2B sales organization increased their capacity, productivity and effectiveness…all at the same time.

How to Crater a Market with Cost-Plus Pricing

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For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, learn how the lack of strategic pricing capability reduced the value of an entire market by over $1 billion.

The Pitfalls of Sales and Marketing Alignment

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Sales and marketing alignment can sometimes do more harm than good. These real-world case studies expose the costly downsides of alignment and reveal the mindset that's often more effective to adopt.

How Strict Pricing Enforcement Killed a Product

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Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).

The Ugly Truth About Lead Generation ROI

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Very often in business, the truth behind problems runs counter to what the people in charge actually believe. This entertaining case study reveals the true root-causes behind one company's "failing" lead generation programs.

Using a Cost-Plus Mindset to Your Advantage

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In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.