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10 Reasons Why Procurement is Negotiating Aggressively

It’s a trend in many B2B industries, growing procurement power and influence. This change in buying behavior can cause a decline in supplier prices and margins. Is the supplier and its sales team simply victims of this trend and the…

A Little Negotiation Mistake That’s Costing You Sales and Margin

I’ve had a number of conversations recently with sales leaders facing aggressive buyers, purchasing games, and price erosion. For incumbent suppliers, buyers use the typical threat “all these products are the same, it now comes down to price.” This is…

Time to Educate Your Sales Team About Professional Buyers

“Your competitor’s price is 25% less, if you don’t lower your price you are out.” This type of threat from a professional buyer happens almost every day. Whether you sell services, industrial goods, or high-end medical devices, the story is…

Show Me The Money: Capture the Benefits and Avoid Risks of Healthcare Reform

I have to admit that I didn’t make up the title of this post. No, I didn’t copy it from a seminar given to pharmaceutical or medical device executives. Likewise, it’s not from a recent webinar given to health insurance…

Partner Post: Sales Negotiations: Know and Quantify Your Switching Costs

Editor’s Note: This post originally appeared on Chris Provines’ blog. For more information on Chris, please visit his website.   I’ve had a number of conversations recently with sales leaders facing aggressive buyers and price erosion. Buyers use the typical…

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