Join us for a webinar on B2B sales optimization. We’ll look at how manual negotiation processes cost time, sales, stress, and 10% or more of profit.
Why does this happen? What have companies tried to do about it? And what kind of results have those efforts yielded. Do you have to choose between selling faster and more being more profitable?
February 24, 2010, 11AM CST. Register Now.
For people interested in the interaction of pricing, sales, and business performance, we have 2 webinars that you won’t want to miss.
Today at noon EDT we’ll be hosting a discussion with the Professional Pricing Society called Beyond Sales Prevention: Pricing as a Key Ally for Sales.
Tomorrow at 12:30 EDT we’ll be doing a short, half-hour webinar/demo on how you can sell faster and Leave Less Money on the Table by combining your salesforce.com CRM solution with Mimiran Deal Manager.
It’s late notice, but on Thursday I’ll be doing a webinar on Mimiran Deal Manager, which helps sales reps negotiate prices faster and more effectively. DM provides a recommended price as sales reps work up a quote, and then either approves pricing automatically or routes prices outside of guidelines electronically to an approver, and gives that person the embedded analytics they need to make a quick, confident decision. The webinar focuses on the solution plugged into salesforce.com, but the concepts apply to any B2B sales negotiation. We’ll also talk about different approaches to price negotiations and why some of the more popular approaches are dangerous, especially with the economy so precarious. Obviously, we’d like folks running salesforce.com for their CRM system to join us, but even if you don’t, you’ll probably find the discussion useful. The webinar is 11-12 AM CST on January 29.
You can register here.
I’ll be at the Salesforce.com extravaganza known as Dreamforce in San Francisco. If you’re there, or just use Salesforce, and want an integrated pricing solution that helps you price better in negotiated markets, visit our booth (#917) or check out MimiranM3 Pricing Analytics for Salesforce.com online.
Edit on 9/24: We survived the conference in fine form, although talking to hundreds and hundreds of people can be quite tiring. We also announced the latest release of MimiranM3 for Salesforce, which brings target pricing guidance straight to the sales rep, in addition to the workflow and analytics to support price exception management.
We mentioned earlier that we were about to do a webinar on Effective Pricing and Value Capture, as part of the FeaturePlan webinar series. The recorded versions (Flash and mp3) are now available online. Oh, and it’s also dugg on Digg.com.
The webinar focuses on high tech products, but many of the techniques apply across industries. Leave a comment with your feedback.
On Wednesday, January 24, I’ll be presenting a webinar on Effective Pricing and Value Capture at 12 noon EST. If you don’t make it live, we will make a recording available later (we’ll post a link here).
Effective Pricing and Value CaptureHow a little planning can make a huge difference to product success.
Pricing sometimes seems like the forgotten “P” in the “4 P’s” of marketing. Rather than something that we bake into the product management process, it is something we throw in at the end. And often product managers have no visibility or control over what discounts apply to the list price. Unfortunately, neglecting price can have severe impact on profit. Pricing is likely the area where product managers can have the most bottom-line impact.
In this webinar, you will learn:
- Why pricing tends to get neglected (part of the problem—it’s hard)
- The consequences of this neglect and the opportunity for proactive pricing
- Price as the monetization of value
- Inside-out and Outside-in pricing
- Measuring value in different segments with the Value Price Waterfall.
- Aligning pricing policies, including list prices and discounts with product and company goals.The webinar will include a real world case study from a software firm.
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