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 [...]
This summer, Steve Silberman over at Wired wrote a great article called “Placebos Are Getting More Effective. Drugmakers Are Desperate to Know Why.” While the implications for pricing in the pharmaceutical industry are obvious, there are also important analogies to pricing activities in a much broader range of companies. The article discusses how big pharma [...]
Twas the night before Christmas, when all the through the houseNot a hard drive was stirring, not even a mouse. The pipeline reports were tallied with careIn hopes that the revenue soon would be there. The sales teams were in hotel rooms, snug in their bedsWhile visions of commissions danced in their heads The CFO [...]
Are you leaving 10% of your profit on the table? Do you know where?This free report provides analysis on your business to help you maximize sales and profit for 2009, including: Where you’re leaving money on the table in negotiations. (Every 1% of extra discounting could be costing you 10% of your profit.) What types [...]
Following the nice mention on Inc.com last week (see Free Pricing Analytics for SMBs), salesforce.com highlighted Sales Compass Free Edition in the “Latest Listings” section of it’s November AppExchange newsletter. If you use salesforce.com (Unlimited, Enterprise, or Professional Edition with Products) get the Free Edition now on the AppExchange. If you’re not a salesforce.com administrator, [...]
The economy’s in a bubble! A crash! A recovery? Careful, you might get whiplash. Looking back at the roller coaster ride, a lot of companies lost a lot of money because they could not act, or even react, quickly enough. Strangely, this money rarely showed up as a line item on the corporate P&L, although [...]
What’s your plan to close out 2009? For many companies, 2009 has been a tough year. While many people remember the crash of the dot-com bubble, some people seem to have forgotten, and even that crash didn’t impact the broader economy the way the housing and credit market implosion did. So how are you going [...]
Pricing is a process, not an event. This mantra is important for companies who think pricing is something they do annually, when they update price books, or in special circumstances when they add a fuel surcharge. But pricing is happening all the time, whether or not you are participating in it, because pricing is the [...]
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 [...]
With companies trying to shave costs and grow revenue without big budgets, software-as-a-service (SaaS) is a critical paradigm shift. Most of us are used to logging into email hosted by Google or Yahoo or Hotmail. We don’t think about maintaining the hardware and software infrastructure required to manage email (unless we have to administer an [...]
