Margin, Risk, and Prices, Oh My!

Price Optimization: How Best-in-Class Sales Organizations Win

Summary

Once upon a time, B2B companies determined the price of their goods and services based on little more than keeping an eye on the competition.  That was before the Internet changed everything, giving buyers the data, knowledge, and power needed to take control of the sales cycles. As a result, today’s sellers and buyers live in a very different and challenging world, one that Aberdeen understands deeply thanks to its Sales Effectiveness market research.

In this webinar you’ll learn from Aberdeen’s Research VP Peter Ostrow how Best-in-Class companies are taking an innovative and modern approach to selling by using price optimization tools to better understand their market, the competition, and the risks associated with every potential sale. Key takeaways will include:

  • – Why salespeople no longer should be frightened of data analytics.
  • – Where this new “Chief Revenue Officer” title came from, and what it means for your career.
  • – Why Kenny Rogers got it right with “The Gambler” – seriously.

It doesn’t matter whether you manufacture industrial equipment, sell chemicals, or distribute medical devices – the lessons of this research-based webinar will directly impact your top- and bottom lines. If your enterprise is still embedded in the “one price fits all” mindset, it’s time to join your 21st century peers and competitors.

Speakers

Download The Webinar

Peter Ostrow

Peter Ostrow

Vice President, Research Group Director
Aberdeen Group

Peter Ostrow is a VP, Research Group Director for Aberdeen, and Principal Analyst, Sales Effectiveness. He oversees research consumed by end-users in Marketing, Sales, Service, Retail, HR, and Supply Chain management roles. He also leads the Sales Effectiveness practice, covering the technology, service and consulting enablers that enterprise sales forces deploy to become best-in-class organizations

Alex Hoff

Alex Hoff

Vice President of Business Consulting
Vendavo

Alex Hoff has been with Vendavo for over six years and serves as Vice President of Business Consulting there – helping large B2B enterprises drive value through price & margin management improvements. Prior to joining Vendavo, Alex spent most of his career in various product marketing and pricing roles for Fortune 500 companies in both B2C and B2B industries.