Chris Provines describes how new purchasing practices and business models such as value-based purchasing, bundled payments, Accountable Care Organizations and quality-based reimbursement will change the rules of the game for selling and negotiating.
Harry Macdivitt of Axia Value Solutions shares best practices for uncovering underlying customer needs, and delivering value propositions that convincingly demonstrate why customers should buy from you.
Effective negotiation is essential for maintaining predictable revenues, cash flow and earnings. Simple negotiations work when all things are simple, but usually they aren’t ... especially when it involves complex product/service offerings. Hear practical tips on the nuances of complex negotiation.
Excessive discounting is a huge challenge facing many B2B companies. Are sales people "giving away the store"? Or is it because of poor decison-making in the product, marketing or pricing function? Get advice about how to avoid falling into the procurement discount trap.
Tablets which access cloud-based platforms offer a compelling and cost-effective solution to the challenging of implementing value-based pricing. Using them enables companies to rapidly execute value-based pricing and achieve profitable growth.
This is a tough time to be selling to business customers. Sales must create urgency to motivate customers to take action, but each customer has a unique set of challenges. It is only through collaboration that sales and marketing can work together and create a unique economic value proposition for each customer.
Everyone "knows" that B2B customers buy products when you show them the economic advantages of buying your offering. Jim Geisman of Software Pricing Partners shares his practical, proven tips about how to sharpen your value propositions.
How should you communicate bottom-line value to your customers? Consider the case of a "bet the farm" software product release that illustrates why it's essential to quantify the key reasons why beat your competition in order to win the pricing negotiation.