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Price Optimisation: How Big Data Can Help You Get Your ‘Pricing Mojo’
Pricing is one of the biggest challenges that sales and marketing professionals have to face. It’s more than the Recommended Retail Price that you see on a label – companies can have hundreds to...
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Organizations are Sick Over Pricing Medical Devices: Using Big Data Science...
The new medical device excise tax is putting a strain on an industry that’s already suffering from declining margins and increased competition. The new legislation requires tax payments; however, the...
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3 Things Outperforming Salespeople Care About
I have worked with some talented salespeople over the years and learned a great deal about being a good steward of our company to our customers. As a sales and marketing leader at PROS, I often have...
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Does Your Price Change Process Feel Like Competing in Wipeout?
For many organizations, the price-change process is a time-consuming, unpleasant and imperfect process that everyone knows must be done, and no one wants to tackle. When I was a pricing analyst many...
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Profit Leakages: Are You Really Paying Attention?
Profit leakages can happen at every line of the profit and loss statement. Some are easier to identify than others and can easily be captured in a waterfall analysis to derive pocket price levels for a...
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Enabling Your Sales Team to Win: Managing Non-Price Elements in a Negotiation
Most every sale rep has heard that phrase, “Just meet your competitor’s price point and the business is yours.” One could discuss for hours how and why the sale rep has gotten himself in this position...
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Elasticity Exists in B2B Markets … Really!
The debate of the existence of elasticity in B2B markets is a fun one, for those of us who like to discuss such things. It’s an academic argument that’s far from the reality of life as a salesperson...
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