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.
Change Management, Part 2: The Importance of Internal Alignment on Pricing
Getting everyone on the same pricing page can make all the difference.
Scenario Planning for Strategic Development in Uncertain Times
Scenario planning is vital for any business that wants to advance during the uncertainties ahead.
Improve Deal Velocity with Digital Negotiation
Allowing customers to request a different price or terms via automation increases your chance of a transaction.
The 40th Anniversary Of The Most Important Rule In The History Of Apple
7 Key Truths About RFPs & Picking The Right Partner
What are the hard truths about software RFPs and the need to select the right provider on the basis of the long-term value they deliver?
Design a Digital Negotiation System in 5 Steps
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, B2B e-commerce often fails to deliver a better customer experience than traditional channels. Insufficient product descriptions, lack of transparency into product availability, and slow response times are among the most […]