Key Market Trends Transforming Sales and Pricing in B2B, Part 1: Omnichannel Selling (and Buying) is the New Normal
Alex Hoff explains why eCommerce became a key channel in a very short time.
Build Your Competitive Pricing Edge in the High-Tech Space
What are the best practices in pricing to follow in the B2B high-tech space?
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.
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.
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.
Scenario Planning for Strategic Development in Uncertain Times
Scenario planning is vital for any business that wants to advance during the uncertainties ahead.