Improve Selling by Breaking These 5 Value Myths

Posted by Joanna VanDeWater on Dec 7, 2017 12:15:14 PM

In recent years, the word value has become almost meaningless. This watered-down version of value frustrates anyone striving to improve sales effectiveness and overall business results. We know customers want value. But, what does that mean exactly?

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Topics: Negotiating with Backbone, Selling with Confidence, Uncovering your Value

3 Profit Driving Advancements Worth Giving Thanks for This Year

Posted by Alison Yama on Nov 14, 2017 5:08:00 PM

I love Thanksgiving. We get to focus on eating food (my favorite), watching football, spending time with family and friends, but most importantly, we all get to reflect on what we have to be thankful for this year. Family, friends, and health usually top the list and this year is no different.

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Topics: Negotiating with Backbone, Newsletter, Selling with Confidence

Professional Sales Teams Thrive with the Right Tools

Posted by Travis Umpleby on Oct 18, 2017 4:11:37 PM

Does your sales team spend more time negotiating with you than with the customer? Do they struggle to achieve pricing targets? How well-equipped are they to accomplish the objectives they are given?

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Topics: Negotiating with Backbone, Newsletter, Pricing with Confidence, Selling with Confidence, Uncovering your Value

What is Your Pricing Purpose? - Video

Posted by Adele Mclean on Oct 12, 2017 1:18:50 AM

Adele McLean talks about finding your pricing purpose in this week's video blog. Find out if you have succumbed to some of the common pricing pitfalls, like cost-plus and market-based pricing, and how to get your pricing priorities back on track.

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Topics: Pricing with Confidence, Selling with Confidence, Uncovering your Value

Backbone for Big Law

Posted by Tim Mullane on Oct 5, 2017 2:07:38 AM

Backbone for Big Law

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Topics: Negotiating with Backbone, Selling with Confidence

3 Keys to Overcome Fear and Realize Greater Pricing ROI

Posted by Saad Shahzad on Sep 27, 2017 11:49:44 PM

As a pricing professional, I always love to quote the study that a 1% improvement in price leads to 11% in operating profit, whereas a 1% increase in volume sold improves only by 3.3%[1]. If the business case for managing and improving price is so apparent, why don’t more companies do it?

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Topics: Pricing with Confidence, Selling with Confidence

An RFP Just Arrived...

Posted by David Broadbent on Sep 20, 2017 12:49:53 AM

An RFP Just Arrived…

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Topics: Negotiating with Backbone, Newsletter, Selling with Confidence

Reduce, Reuse, Recycle: Reinforcement for Lasting Change

Posted by Emily Macaulay on Sep 20, 2017 12:42:47 AM

Reduce, Reuse, Recycle: Reinforcement for Lasting Change

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Topics: Negotiating with Backbone, Newsletter, Selling with Confidence

Moving Beyond Big Data

Posted by Reed Holden on Sep 20, 2017 12:37:30 AM

The purpose of "big data" is to give managers a clearer vision of something so they can make decisions about products, pricing and distribution. In pricing, it is generally around how customers buy.  It uses statistical techniques to group customers into definable segments and helps you figure out how to sell to those segments.

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Topics: Newsletter, Pricing with Confidence, Selling with Confidence, Uncovering your Value

Move Beyond the Rabbit: Sales Strategy to be a Game Changer

Posted by Reed Holden on Sep 14, 2017 2:00:05 AM

Move beyond the rabbit: sales strategy to be a game changer

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Topics: Negotiating with Backbone, Selling with Confidence