CUSTOMER PRICE EXPECTATION:
STOP REACTING, START MANAGING!

B2B companies are starting to realize that a good pricing strategy and knowledgeable customer insights are keys to effectively growing revenue. Pricing guru Dr. Tom Nagle describes how poor price management in B2B markets undermines the ability to sell on value and gives tips on how to change. With actual examples from his years of experience at Deloitte, he will illustrate how:

  • Approval “thresholds” for price discounts induce customers to ignore value and negotiate aggressively
  • Proactive, policy-based discounting can create more opportunity for “win-win” price negotiation
  • A pricing process and incentives move reactive price concessions to proactive, value-based price negotiations

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