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Getting Sales Buy-in for Price Moves – In Good Times and in Crisis Times

May 18th, 2020 (Updated 03/24/2021)

Joanne Smith
President at Price to Profits Consulting

Getting Sales Buy-in for Price Moves In Good Times and in Crisis Times Pricing teams can set great pricing targets and recommendations yet profit realization success always comes down to sales willingness and capability to execute these recommendations. Whether we’re talking about pricing increases during favorable market conditions or holding/slowing during tough market crises.     Far too many companies fail to fully realize their price and profit potential because they fail to get the critically needed buy-in of their sales teams for pricing moves – either through not recognizing the need or through ineffective approaches. Yet achieving this seemingly elusive buy-in...

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