Today’s B2B sales landscape has changed vastly; relationship selling is dead and procurement departments are more stubborn than ever. We discuss how to win in such a volatile landscape.
Tag: Strategy Implementation
Paul Hunt, President of Pricing Solutions, discusses the importance of developing a well-articulated Pricing Strategy, the challenges of pricing globally and four key ingredients in an effective Pricing Strategy.
Good negotiation is a commendable talent, but businesses need the skills to deal with good negotiators. Protecting your profitability from good negotiators requires ardent compliance to pricing policies, a flexible pricing infrastructure and the ability to say “no”.