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Elasticity Exists in B2B Markets … Really!
The debate of the existence of elasticity in B2B markets is a fun one, for those of us who like to discuss such things. It’s an academic argument that’s far from the reality of life as a salesperson...
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Enabling Your Sales Team to Win: Managing Non-Price Elements in a Negotiation
Most every sale rep has heard that phrase, “Just meet your competitor’s price point and the business is yours.” One could discuss for hours how and why the sale rep has gotten himself in this position...
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Profit Leakages: Are You Really Paying Attention?
Profit leakages can happen at every line of the profit and loss statement. Some are easier to identify than others and can easily be captured in a waterfall analysis to derive pocket price levels for a...
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Does Your Price Change Process Feel Like Competing in Wipeout?
For many organizations, the price-change process is a time-consuming, unpleasant and imperfect process that everyone knows must be done, and no one wants to tackle. When I was a pricing analyst many...
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3 Things Outperforming Salespeople Care About
I have worked with some talented salespeople over the years and learned a great deal about being a good steward of our company to our customers. As a sales and marketing leader at PROS, I often have...
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