Price Negotiations: The Key to Success

Format: Whitepaper

Posted in Increase B2B Sales, Pricing, Quantify Customer Value, Sales


What’s in this whitepaper?

Price negotiation skills have never been more critical and challenging than they are now. B2B companies have historically faced aggressive competitors, yet now they are also facing emerging low-priced competitive imports, low-priced local competition that seem to pop up overnight and low-priced online channels, which are eroding market prices. To compound these challenges, buyers are getting more savvy at using techniques that convince sales people they are over-priced and must provide discounts to get/retain their business—discounts that most often are not needed or go far deeper then needed.

Joanne Smith, President of Price to Profits Consulting, former DuPont Pricing Leader and author of The Price Negotiation Playbook, shares practical approaches to assess and improve your sales team’s price negotiation skills in this whitepaper. This is based on Joanne’s extensive experience with hundreds of B2B businesses to significantly improve your ability to stop excessive price discounts and to effectively raise price.


Joanne Smith is the president of Price to Profits Consulting, formerly the DuPont Corporate Head of Marketing and Pricing and the author of The Price Negotiation Playbook. She focuses on helping B2B companies transform their pricing performance.  At DuPont, she was instrumental in creating the pricing organization, which transformed DuPont from weak to outstanding pricing performance.

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