A guide to profitable decision making
Nagle and Holden offer a conceptual approach that helps readers learn how to THINK about pricing, and include step-by-step formulas and procedures that show readers HOW to analyze a pricing problem and formulate a pricing strategy.
B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close deals on your terms! This definitive guide for sales pros facing the "procurement buzzsaw" has been updated with powerful strategies and techniques. While traditional purchasing managers negotiated, today’s procurement officials aim to dictate terms, employing tactics to secure unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden provides essential strategies to protect margins and secure favorable deals. He helps you recognize the true intentions of purchasing negotiators, maintain focus on value during negotiations, and avoid discounting that undermines profitability. Holden outlines eight strategies for various pricing negotiations, addressing price buyers, relationship buyers, value buyers, and poker players, as well as reverse auctions. The Second Edition includes extensive new insights on establishing a foundation of value and developing crucial give-get options, including value-added services. This resource is invaluable for every B2B sales professional, customer-facing professional, and executive leading successful sales organizations.
Bad pricing is a great way to destroy your company’s value, revenue, and profits. With ten simple rules, this book shows you how to deliver both healthy profit margins and robust revenue growth while kicking the dreaded discounting habit. The authors destroy the conventional wisdom that you have to trade margins for revenues and show you how to fully exploit the value your company offers customers. This is a proven plan for increasing sales without sacrificing profits.
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.