Elements of Sales Strategy: How to Negotiate With Cost-Cutting Procurement Teams
Procurement approaches are not always sophisticated. Today we will mention a number of the funnier (in retrospect procurement approaches) told to us by a client from a large industrial and materials company in Australia. Our client wanted us to share this case example with you because it changed their thinking about procurement and taught them some important lessons on how to prepare for meetings with their national key account partners when the size of prize was worth over $4M.
Pricing Analyst Job Description: What does a pricing analyst do?
Great benefits from pricing and commercial changes do not occur naturally or without effort. Today, we will discuss what you need to do to create buy-in, change and a strong business case for why internal stakeholders should adopt a new way of pricing and selling for profitability.
Revenue Management Components: The right path to your pricing career!
What are the key Revenue Management Components you need to consider to build a bright future in pricing and revenue management? Building a career in revenue management can be a very rewarding experience – in many ways, we believe it…
Revenue Pricing Model: How to Build A More Profitable Revenue Model? (infographic)
Does your current pricing and revenue model incorporate the no 1 driver of value: ‘risk’ to drive profitability for your business and your customers’ businesses? Do you have a high-performance pricing team capable of developing sophisticated, risk based-pricing models…
Barometric Price Leadership: What Really Makes a Business a Price Leader?
Can Barometric Price Leadership really help your business become a Price Leader? How do you make your business one of the strongest competitors in your market when the competition is fierce, and your industry is being disrupted? Do you maintain…