Issue link: https://www.e-digitaleditions.com/i/276079
March/April 2014 3 www.feda.com 16 Their Greatest Sales Challenges Even top performers have their struggles. Former "DSR of the Year" recipients Scott Taylor, Morgan Tucker and Patrick Bailey share their strategies for overcoming them and even dish on their markets. 18 A Strong Argument Against the Race to the Bottom Want to know how to double your market share while countering a price war? MIT's Jonathan Byrnes provides a great real-life example touching on the power of differentiation and value creation. 24 Why You Should Have a Pricing Coordinator 34 Instant Inspiration Use these 20 sales quotes to get your sales team fired up. 41 Quotables Bill Gates on Efficiency C O V E R S T O R Y March/April 2014 10 Symptoms vs. Problems Pricing objections, trouble competing against the Internet, issues with time management—the true challenge to overcoming these common obstacles in sales is unearthing the root causes and then pairing them with the right solu- tion. That's where our five sales pros come in. From the No. 1 price objection to novice jitters, they tackle your top sales concerns. F E A T U R E S D E P A R T M E N T S The Power of the BATNA The most useful information a negotiator can have about the other party is to know what their BATNA is (the Best Alternative to a Negotiated Agreement). Once their best alternative is known, a negotiator can estimate the direc- tion and size of the bargaining zone. Source: Ivey Business Journal 4 President's Message "This is the End My Friends" 6 Industry Insights ""A Strong and Stable Distribution Channel" by FEDA Outgoing Chair Jim Hanson 8 Association Highlights "A Selfless Commitment to Serve Our Industry" 22 Foster Frable "Using Quality Process Controls to Avoid Errors During Installation" 12 Diamond Donors Shine FEDA pauses to recognize this distinguished list of givers for their contributions to The Education Foundation, not to mention the industry as a whole.