Design a Digital Negotiation System in 5 Steps
- November 4, 2020
- Darius Fekete
While traditional face-to-face meetings might return to normal at some point, virtual and online sales is the new standard today. But despite rapid digital transformation...
How a Digital Middle Office Empowers Sales & Boosts Win Rates
- July 20, 2020
- Darius Fekete
Winning a Formula One race requires fast decisions from the pilots. While driving at an average 346 km per hour (215 mph) on the Monaco circuit,...
Leveraging Analytics During a Downturn
- May 12, 2020
- Darius Fekete
The economic impact of COVID-19 brings back memories of recent crises. We find ourselves asking: When have we seen this before? How long will the downturn...
Sales Empowerment During a Downturn
- April 14, 2020
- Darius Fekete
As the COVID-19 pandemic continues on, we’re already experiencing the immense consequences it is sure to have on business. The initial events and reactions are disrupti...
Why Commodity Suppliers’ Path to Commercial Excellence Must Include Dynamic Pricing
- May 9, 2019
- Darius Fekete
To grow business, large volume commodity suppliers — including steel manufacturers, agricultural trading companies, and downstream oil distributors — traditionally fo...
Headquarters Pricing – 3 Steps Towards Pricing Integration
- March 22, 2018
- Darius Fekete
M&A activity poses an integration challenge that also affects pricing departments. Acquired companies most often have different pricing practices and capabilities and eve...