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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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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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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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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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Why Average Means You’re Selling Your Company Short
The service parts industry – specifically automotive, heavy equipment, aircraft and aerospace parts manufacturing and distribution – generates trillions of dollars in annual revenues. Given the fact...
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