Tag: Value Propositions

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Avoiding the Need to Discount Starts With Prospecting [Video] | Mark Hunter

Are you having to discount deals to close them? Your need to discount is driven by one or two things. First is not prospecting the right people and second is the lack of creating value in the mind of the customer. If you don’t do both well there’s little chance in being able to close […]

Get Ready For A Price Surge in Senior Housing | GlobeSt

Get Ready For A Price Surge in Senior Housing | GlobeSt

BOSTON–The senior housing sector has its challenges: like many asset classes it is sensitive to rising interest rates and it comes with a unique set of operational challenges. Yet investor interest in the sector is very strong — strong enough that CBRE is predicting new highs for transaction pricing in certain categories within this sector […]

Sales Leaders Don’t Discount Their Price | Mark Hunter

Sales Leaders Don’t Discount Their Price | Mark Hunter

After speaking at a conference recently, a sales manager approached me to say how his company is seen as the premier company in their industry for their quality and service.  He went on to say how everyone loved them, and then he dropped the bombshell.  He said the big reason they were the leader was because […]

How to Re-balance the Price Versus Value Conversation | Sales Gravy Articles

How to Re-balance the Price Versus Value Conversation | Sales Gravy Articles

Buyers often seem to be on a different wavelength. Their decision making criteria have changed. For the price obsessed buyer you must calculate your value before you can communicate it. If you can’t communicate your value – all your value – price is where you are going to get stuck. The Value Equation Communicating your […]

5 Don’t-Miss Angles for Pricing a New Software Product | DevPro Journal

5 Don’t-Miss Angles for Pricing a New Software Product | DevPro Journal

You saw a need in the market. You developed a brilliant application to solve the problem. Now, what do you charge for it? Pricing a new software product can be a tricky thing — especially if you’re a normal, red-blooded entrepreneur and you want to maximize your income from it. You’ve probably heard that you […]

Premium bedding startup Brooklinen will raise the price on its sheets soon | Business Insider

Premium bedding startup Brooklinen will raise the price on its sheets soon | Business Insider

When it comes to getting a quality night’s sleep, sheets are just as important as more obvious items like mattresses and pillows. Brooklinen, a startup specializing in amazingly high-quality sheets at reasonable prices, is easily one of Insider Picks’ favorite places to buy them. We’ve written about their superb comfort and even named their Luxe […]

As the price of software robots drops, HR’s interest rises | TechTarget

As the price of software robots drops, HR’s interest rises | TechTarget

Software robot costs are declining But there are now more vendors providing RPA products, and it’s driving down costs, Liebross said. A project that once might have cost millions of dollars to deploy can now be done for tens of thousands of dollars, making the ROI easier to achieve, he said. The cost of software […]

When value and price collide | ING Think

When value and price collide | ING Think

Imagine you’ve bought tickets for yourself, another adult and two children to see a film at the local cinema of a national chain. You then search online and find you could have paid nearly half if you saw the same film with the same chain but somewhere else. This does not seem fair. This example is […]

How good is your pricing strategy and how well does your sales team apply it? | Aggregate Research

How good is your pricing strategy and how well does your sales team apply it? | Aggregate Research

In this, the second in our series of “ARI Management Masterclass” features, we are taking a look at pricing strategies. Between now and the end of the year, we are going to present you with a carefully selected group of in-depth features looking at the “Six Deadly Sins” that many aggregates businesses commit every day. […]

5 Reasons Supply Base Rationalization Can Harm Spend Management | Spend Matters

5 Reasons Supply Base Rationalization Can Harm Spend Management | Spend Matters

1. Ignores the Positive Savings from Price Dispersion Although procurement professionals may not use the term in their daily lives, price dispersion is a key purchasing concept that is ignored in traditional supply base rationalization. Price dispersion is an economic scenario in which various sellers offer different prices for the same product in a specific […]