Sales operations have historically been tasked with driving top line results. Today, the very best sales teams are boosting profitability and company value too.  Front line teams have access to the highest leveraged drivers to impact profit margins throughout their daily activities. Improving awareness of these drivers and their impact on margins alone can deliver […]

Sales teams have historically been tasked with driving top line revenue to fuel growth and market expansion. They have within their control several strategic levers to affect sales outcomes. Among them are value propositions, product selection, pricing, selling strategies and negotiation tactics. Sales performance hinges on the effective execution of these levers. Companies invest heavily […]

We just heard from one of our clients about a price negotiation that shocked their largest customer.  I want to share the story with you. First, some background. We delivered a price and value negotiations training program to a rubber industry client less than two years ago. They learned how to defend and protect their […]