Geoffrey James over at BNet was just at the Selling Power 2.0 conference and picked up 6 tips for selling in a downturn. What caught my eye was #3: “Don’t lower prices. Find new and innovative ways to lower the … Read More
pricing for sales
How do you know your contract terms are unreasonable?
Tim Cummins, president of International Association for Contract and Commercial Management, recently wrote a post on his Commitment Matters blog about how courts had thrown out contracts related to software and cell phone contracts. While the court rulings, should they … Read More
Overcoming price objections in a down market
BNet, which is heavily focused on sales, has a couple helpful posts on pricing. Three Successful Pricing Strategies for a Downturn urges you to react quickly when necessary, but don’t hurt the long term to save the short term, and … Read More
Unbundling
Have you been part of a discussion where everyone at your company believed that their offering provided more value than a competitor’s, but the customers just don’t see it? The marketing team often thinks sales doesn’t know how to sell … Read More
Six Sigma Pricing: Improving Pricing Operations to Increase Profits
Six Sigma Pricing: Improving Pricing Operations to Increase Profitsby ManMohan S. Sodhi and Navdeep S. Sodhi288 pages If your company negotiates prices, you need to read this book. The authors provide a welcome operational complement to the much broader literature … Read More