Sales Readiness Group

MAY 26, 2023

In the sales world, pricing is crucial in determining whether or not a prospect will convert into a customer. However, discussing pricing prematurely with a prospect may not always be the best approach. So, what should sales professionals do when faced with prospects who want to discuss price prematurely?

Sales 139

Sales Management 139

Red Star Kim

SEPTEMBER 8, 2023

This week’s PM Forum training workshop “Commerciality: Finance, Pricing, Innovation and Research” was attended by delegates from law, accountancy and insolvency firms. As well as marketing and business development executives and managers there were also those in specialist pricing and bid roles. Price is a major driver of profit.

Procurement 147

Procurement Value Proposition Finance Artificial Intelligence 147

Holden Advisors

JANUARY 25, 2022

Spoiler alert: Lowering prices on a high-value product in a competitive market will rarely drive long-term growth. Here’s what to do with your competitive pricing strategy instead. You’re eventually going to ask yourself, should we lower the price to adapt to new market dynamics? That’s the reward.

Marketing 195

Marketing Customer Value Profitability Innovation 195

Holden Advisors

JULY 9, 2021

Is it possible to double your price and not lose any customers? The client had marginally raised their price in the past, and our analysis showed something peculiar – negative elasticity. As price went up, so did volume. Competitive research further supported the analysis, as most of the competition had a higher price.

Negotiation 195

Negotiation Communication Leadership Sales 195

Software Sales Guru

DECEMBER 6, 2021

4 Rules of Price Concessions When a buyer puts pressure on a seller, the seller’s natural reaction is to start offering concessions. Before giving any concessions, savvy sales negotiators will deploy the mobile defense plan to politely, but firmly, stand behind the price.

Negotiation 147

Negotiation Software Software Sales 147

Holden Advisors

OCTOBER 12, 2021

Pricing strategies are often the last thing entrepreneurs tackle before launching new businesses. Price too high and you lose potential customers. To point you in the right direction, here’s a quick step-by-step product pricing strategy to help entrepreneurs get it right. Step 4: Price as High as You Can.

e-Learning 195

e-Learning Software Software eCommerce 195

Holden Advisors

SEPTEMBER 30, 2021

Why is pricing so difficult? It often comes down to organizations not being clear on pricing purpose. Just think—what are some of the pricing purposes we hear in big organizations? One of them we hear a lot is “price to cover cost.” The second one we might hear a lot about is “price to market.”

Procurement 195

Procurement Profitability Negotiation Innovation 195

Hubspot Sales

MARCH 18, 2024

Strategically framing your prices. It doesn’t matter if you're operating in the luxury market or if your product is as cheap as chips — it’s how you frame those prices that will influence prospects and accelerate your close rate. 4 Powerful Pricing Tactics That Have Nothing to Do With Discounts 1. Let’s take a look.

Advertising 103

Advertising Sales Marketing 103

Customer Think

APRIL 25, 2024

Which makes one wonder: Why wasn’t Aldi, the value-priced grocery chain from Germany, among the “aggressive” competitors Kroger and Albertsons named in defending their $24.6 When a store charges less than $2 for a 12-ounce package of cereal, it’s not thinking outside the box; it’s thinking inside it.

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Customer Think

JANUARY 3, 2023

Occasionally, your brand may be forced to increase the prices of your core products and services. Even your most loyal customers may be disappointed by this, especially if they chose your brand specifically because it had some of the lowest prices available. Pricing Dynamics […].

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Help Scout

AUGUST 22, 2023

Learn about 10 pricing strategies based on the science of consumer behavior for inspiration and insight on how to effectively set your prices. Read the full article

Sales 95

Sales 95

Hubspot Sales

MAY 16, 2022

Obviously, that figure has massive implications for businesses of all sizes, and several business owners are faced with a question that's every bit as uncomfortable as it is pressing: What do we do about our prices? Tips for Fair Inflation-Driven Pricing. Comprehensively reevaluate your pricing strategy.

Logistics 101

Logistics Decision-making Suppliers Banking 101

Hubspot Sales

NOVEMBER 26, 2021

Discount pricing is borderline omnipresent. We've all seen retail outlets offering sale prices or "buy one, get one free deals" — and for good reason. Here, we'll dive into the concept a bit further, review who it works best for, see some discount pricing examples, and review the method's pros and cons.

Retail 123

Retail eCommerce Profitability Construction 123

Brooks Group

MARCH 8, 2023

View this week's video How Do I Help My Team Get the Pricing They Want? Helping salespeople arrive at the price they want is a multi-step, dynamic process with all prospects. They should be thinking about how to get their price from the moment they first speak with the prospect. Buyer sentiments change as markets change.

Sales Training 82

Sales Training Decision-making Marketing Leadership 82

Account Manager Tips

NOVEMBER 9, 2020

Is there anything worse a key account manager has to do than tell clients about a price increase? Your company says to get the price rise across the line while your clients refuse to accept. Preparation Planning is everything when telling clients about a price increase. Warren Buffet said "Price is what you pay.

Negotiation 130

Negotiation Account Management Key Account Management Communication 130

Engage Selling

JUNE 17, 2022

Discover six ways to handle price increases like a sales pro! Price increases are a big part of life now, but most sellers can’t be like the local gas station … Read More. The post 6 Ways to Handle Price Increases Like a Sales Pro first appeared on Colleen Francis - The Sales Leader.

Sales 118

Sales Client Relationships Account Management Sales Leadership 118

Sales Gravy

FEBRUARY 2, 2022

On this episode of the Sales Gravy podcast, Jeb Blount (author of Selling the Price Increase) and Donald C. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases. Kelly (host of the Sales Evangelist podcast) discuss how to approach customers with price increases.

Sales Training 117

Sales Training Sales 117

Hubspot Sales

JUNE 1, 2021

Deciding how to price your products and services can be challenging. High prices may scare customers away, but low prices may mean you’re underselling yourself and your effort. Buyers also have a reservation price, and it’s the maximum amount they would be willing to pay for what you have to offer.

Negotiation 98

Negotiation Transportation Profitability Sales 98

Hubspot Sales

NOVEMBER 1, 2021

When we buy these optional items, they’re usually priced using a strategy called optional product pricing. Read on to learn more about optional product pricing, examples from companies you may be familiar with, and outline considerations for using the strategy. Optional Product Pricing vs. Captive Product Pricing.

Manufacturing 90

Manufacturing Retail Software Software 90

Hubspot Sales

FEBRUARY 9, 2022

This is an everyday example of price tiering that gives the seller more opportunities to convert leads and the buyer more options to fit the experience and price they desire. What is tiered pricing? Merchants who offer a variety of pricing plans or packages to their prospects are likely operating on a tiered pricing model.

Software 103

Software Software Marketing Meetings 103

Account Management Skills

FEBRUARY 5, 2024

If you’ve ever wondered if you’re pricing your services in the right way, this one is for you. Why agencies don’t lose pitches on price alone 2. How agencies price to ensure a healthy profit margin 3. Typical mistakes agencies make when pricing 4. Alfie Wenegieme , Managing Partner at Cactus, joins me and he shares: 1.

Profitability 52

Profitability Account Management Account Growth Onboarding 52

Hubspot Sales

MAY 28, 2019

Setting prices for your products can be tough. Set prices too high, and you miss out on valuable sales. Thankfully, pricing doesn’t have to be a sacrifice or a shot in the dark. There are dozens of pricing models and strategies that can help you better understand how to set the right prices for your audience and revenue goals.

Profitability 133

Profitability Retail Digitalization Software 133

Hubspot Sales

MARCH 9, 2021

Now, I'm going to go out on a limb and guess he wasn't talking about pinning down a pricing strategy for your business, but that quote still applies in that context — although maybe with a little less dramatic flair. Pricing objectives are an essential component to consider when pinning down an ideal price point.

Profitability 128

Profitability Decision-making Prioritization Marketing 128

Brooks Group

FEBRUARY 21, 2023

View this week's video Providing Value Stops You From Competing on Price Too many salespeople use their competition’s lower prices to justify offering discounts, reducing margin, and for the sake of the sale, giving away most of the company’s profit. Your sellers will not succeed in sales if… They believe your price is unfair.

Negotiation 71

Negotiation Value Proposition Sales Training Retail 71

Hubspot Sales

JULY 28, 2020

What do the Microsoft Office Suite and two reduced-price white chocolate macadamia cookies with the purchase of a six-inch Spicy Italian sub at Subway have in common? But there's one key element that brings them together, and that's the way they're priced. Pure Price Bundling. Mixed Price Bundling. Not too much.

Energy and Utilities 92

Energy and Utilities Profitability Banking Construction 92

QYMATIX

JUNE 28, 2023

Most companies in the B2B sector have so far adjusted their prices based on factors such as production costs, competitive prices and supply and demand. Especially in the current situation, both wholesalers and manufacturers are struggling with rising raw material prices. Note: The courses are only available in German language.

B2B 40

B2B Sales Analytics Key Account Management Manufacturing 40

QYMATIX

MARCH 19, 2024

Powered by AI and predictive sales software , dynamic pricing is one of the most potent instruments in this battle for relevance and profitability. This article will take you on a journey through the transformative power of dynamic pricing in B2B. Dynamic pricing, when managed effectively, can achieve both. Absolutely.

B2B 52

B2B Digitalization Suppliers Sales Analytics 52

QYMATIX

OCTOBER 11, 2022

This article describes a step-by-step introduction to price corridor analysis with Excel. You will learn the meaning of a price corridor and how to create a price corridor in Excel from a list of sales transactions in your ERP system. The development of a price corridor is a simple but effective concept in pricing strategy.

B2B 52

B2B Negotiation Profitability Transportation 52

Hubspot Sales

JANUARY 26, 2021

Consistency is, well, consistent in a lot of fields, and pricing is no exception. Certain goods' and services' prices can be extremely resistant to change — they're prices that stick and are, naturally, referred to as sticky prices. Here's some insight as to why a company might embrace rigid pricing.

Advertising 103

Advertising Logistics Construction Negotiation 103

Hubspot Sales

JANUARY 21, 2021

You might not have thought too in-depth about it before, but this occurs due to a pricing strategy that businesses use called captive product pricing. As mentioned before, businesses use captive product pricing because it helps them increase sales. Captive product pricing can boost sales and increase profit margins.

Manufacturing 90

Manufacturing Software Software Profitability 90

RAIN Group

NOVEMBER 8, 2021

Some buyers are conditioned to try certain tactics to lower your price. Maybe they've read about negotiation in books or were trained to use pressuring strategies.

Negotiation 123

Negotiation Sales 123

The Center for Sales Strategy

APRIL 15, 2022

> Should Business Owners Be Raising Their Prices Right Now?– We asked the President of The Great Game of Business, Darin Bridges if he thinks business owners should be raising their prices right now. When the economy goes down — it's not the time to be asking for price increases. "I walk slowly, but I never walk backward.".

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Engage Selling

JULY 9, 2021

As the post-pandemic landscape continues to reveal itself in today’s marketplace, price increases are a defining characteristic…and a pain point for many of us. But in others, the spikes are meteoric, due … Read More » The post When Prices Go Up, Sellers Get Down to Business first appeared on The Sales Leader.

Marketing 126

Marketing Sales Business Growth Communication 126

Freshworks

FEBRUARY 6, 2023

TrustRadius, a peer-based research and review platform for business software, announced on February 1 that Freshworks won its top awards in Best Value for Price —in addition to Best Feature Set and Best Relationship. That’s exactly the promise that Freshworks products keep delivering. Stacey Epstein , Freshworks’ chief marketing officer.

Software 98

Software Software Profitability Decision-making 98