Has the Relationship Buyer truly vanished from the B2B marketplace? What happens when a Value Buyer chooses to go with a competitive offering? Watch the following video as Erin Cihak explains the different buyer types and how they present themselves in B2B negotiations. Utilizing a recent client engagement, Erin highlights a few tactics which can be employed to defend price in a competitive market, and reveals the one thing to which the Value Buyer is always loyal.
Topics: Negotiating with Backbone
At Holden Advisors, we often speak with General Managers (GMs) about commercial transformation. We want to understand not only what is happening in their markets and their businesses, but also the effectiveness of their commercial teams. Recently, we asked GMs a specific question about pricing: “How can Pricing Leaders elevate the impact of their function and better serve their companies in the creation and execution of overall corporate strategy?”
Topics: Pricing with Confidence