Getting your fair share of price in the marketplace is dependent on your sales team’s ability to sell your value. The stronger case made for your value directly translates into the price you capture from your customers.  Is your sales team selling your value and capturing the best price? Or, worse yet, are you losing sales […]

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 […]

Driving profitability improvement throughout an organization can be achieved in a variety of ways. Any number or combination of profit drivers can be leveraged to improve financial performance. However, all too often we see companies focused on just the margins themselves and not what’s driving them. Consider the sales team that is measured or rewarded based […]

The new year under way, and you’re searching for ways to improve your company’s profitability. No doubt, you have wrung costs to the minimum and continue to drive sales throughout your business . But where does your next margin opportunity lie? Where will you realize the greatest gain for your effort? Look no further than […]

No matter what type of business you are in, at some point, you will likely be faced with having to negotiate for the value that your firm delivers. That negotiation will be on price. Whether you are looking for a price increase for your goods or services or the buyer has decided to cut your […]