Improving Sales Effectiveness, Part 3: Protecting Brand Values & Perceptions
Even in B2B there’s an emotional component to brand perceptions that can impact pricing and selling.
Better Margins from Digital Pricing Transformation
Businesses are pursuing digital pricing transformation support revenue and margin growth goals.
Improving Sales Effectiveness in a Downturn, Part 2: Building Pricing Discipline
Pricing discipline and pricing guidance frameworks are what help smart enterprises continue to drive value during disruptions.
How AI Will Transform Commercial Pricing
What are the realities of artificial intelligence in commercial pricing?
Improving Sales Effectiveness in a Downturn, Part 1: The Art of Negotiation
Negotiation practices can help an enterprise maintain sales effectiveness during disruption.
Digital Pricing Transformation & the Pursuit of B2B Pricing Excellence
We comment on McKinsey’s observations about the need for new pricing tools and approaches.
How COVID-19 Relates to Price Setting & Price Getting
Why Commercial Transformation is Imperative in 2021
Key Components of Commercial Excellence
Commercial excellence demands that these four elements are properly in place.
Change Management, Part 2: The Importance of Internal Alignment on Pricing
Getting everyone on the same pricing page can make all the difference.