Arming Sales to Protect Value
Seven Ways Leading B2B Companies Are Shifting the Balance of Power in Negotiations with Today's Savvy Business Buyers
The balance of power in quoting and negotiations has clearly shifted in the buyers’ favor. And the trends certainly don’t bode well for the profitability of future interactions between buyers and sellers. In this report, we highlight seven approaches B2B companies are using right now to help their salespeople protect value and margins against today's savvy business buyers.
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More Subscriber-Only Resources From Our Library
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Using a Cost-Plus Mindset to Your Advantage
In this case study, learn how one consultant got (very) creative in order to solve a pricing problem in an highly dysfunctional organization.
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Stop Guessing About What Your Prospects Value
Scratch the surface of many value-based initiatives today and you’ll find a whole lot of guesswork. In this tutorial, learn the two step process for making your value-based efforts more accurate and effective.
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Creating More Powerful Sales Proposals
Delivering a proposal is often the final "yes/no" step that every other sales and marketing activity is leading up to. We spoke with Reuben Swartz about how to create sales proposals that win more business at higher margins.
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Three Types of Buyers That Don't Buy on Price
Research says that 60-70% of buyers aren't price buyers---lower your price for them and you just give margin away. Learn how to identify the types of buyers where additional discounts won't help you win the business.
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