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Neuberger and Company, Inc. | Baltimore, MD and Washington, D.C.

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Doug Lotierzo

How much margin do you lose discounting? Doug Lotierzo explains how your sales process should highlight your worth rather than the cost.

Are you busy with quotes with little to show for it? Doug Lotierzo explains how non-selectively responding to bid invites will waste your time while devaluing your company.

How do you feel when you get feedback that your number is high? Doug Lotierzo explains how handling it as a value question can clarify the true issue at hand.

Do you have quotes with no clear future? Doug Lotierzo explains how setting timelines and next steps prevents confusion and the need for follow up.

Do you develop strong relationships that don't generate sales? Doug Lotierzo describes how discussing business challenges rather than socializing focuses the conversation on how you can help buyers.