How Software Can Help Minimize Price Erosion, Preserve Profit Margins
One of the biggest challenges for pricing professionals – especially those who work for technology companies – is the lack of control over a coherent pricing strategy. At PROS, we see quite a few...
View ArticleFederal Government Exploring Increased Price Transparency in Medical Devices...
We often hear from customers that one of their concerns is increased price transparency. It certainly is troubling when a company’s pricing isn’t completely defensible: The lower the defensibility, the...
View ArticleEnabling Your Sales Team to Win: Managing Non-Price Elements in a Negotiation
Most every sale rep has heard that phrase, “Just meet your competitor’s price point and the business is yours.” One could discuss for hours how and why the sale rep has gotten himself in this position...
View ArticleRebates Hitting Your Targets?
This is the first post in a three-part series about how companies can gain control of their rebate programs. Many manufacturing companies I speak with use rebates during contract negotiations to meet...
View Article3 Best Practices for Revving Your Rebates
While some companies have nailed the rebate process, we find – more often than not – that in many organizations it’s still manual. In turn, this lack of automation leads to errors and an inefficient...
View ArticleControlling Rebates Pays Dividends for You and Your Customers
In my last blog – “3 Best Practices for Revving Your Rebates” – I suggested several steps you and your organization can take to control your rebate management process. These steps will most likely...
View ArticleAre You Afraid of Monsters in Your Closet?
Every night before I put my six-year-old to bed, I have to make sure the closet door is closed. My son is scared to death of any monsters that might be lurking in his closet. Figuratively speaking,...
View ArticleNegotiate Where the Value Exists and Increase Your Sales Performance
It’s Wednesday evening, and your significant other kindly asks you to shop for this weekend’s big dinner party. She gives you a shopping list, and you’ll need to make decisions on the quality of...
View ArticleRichtig verhandeln – Verkaufsleistung verbessern
Es ist Freitagnachmittag, und Ihre bessere Hälfte bittet Sie mit zärtlicher Stimme, den Einkauf für das Spargelessen zu machen, zu dem am Wochenende Freunde und Nachbarn eingeladen sind. Die...
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