Empower your sales team during negotiations
Empower your sales team during negotiations B2B markets have become increasingly complex. In the past, setting accurate pricing for a few products could be accomplished using a spreadsheet. But what happens when you have thousands of SKUs, geographies, industries, and customer segments? Without the right price, you can expose your business to serious margin leakage. The risk will increase with a need to build pricing for individual deals. In such a case, you cannot simply rely on predefined list prices but you have to reflect on your relationship with a customer and its specific situation to make your prices relevant....
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NEGOCIATIONS ANNUELLES 2021 DERNIERE LIGNE DROITE !
NÉGOCIATIONS ANNUELLES 2021 DERNIÈRE LIGNE DROITE ! – Séminaire en ligne La négociation annuelle des prix est un sujet récurrent pour les entreprises. Par définition, pourrait-on dire. Une étude récente a mis en chiffre une vérité dont beaucoup ont conscience : la réussite n’est pas au rendez-vous. Seulement 17% des entreprises atteignent pleinement leurs objectifs. Le contexte économique actuel ne peut qu’accentuer la difficulté de l’exercice. De la formulation d’une stratégie pertinente à la préparation et facilitation de l’exécution, il existe pourtant une voie pour gagner en efficacité et obtenir de meilleurs résultats. A cette période l’année, la plupart des directions commerciales et marketing ont commencé à travailler sur...
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3 Negotiation Strategies Pricing Experts Can Use to Let Someone Else Have Your Way
No matter what your role is or who you are, negotiation is polarizing – either you love it or you detest it; no one is lukewarm on this subject. Negotiation is the art of letting someone else have your way. Yes, you read that correctly. The whole point of negotiation is getting what you want while having the other person walk away thinking that they got what they wanted as well. No wonder most people fear attempting this “dance” of words. What makes it so challenging for the vast majority of us? Why do we often avoid “negotiation” and any...