What To Do If Your Company is Asked to Participate in a Reverse Auction: The Sequel
A reverse auction may land you a new client, but be careful not to spend time and resources chasing unobtainable and unprofitable business.
In my last article, I explained why an incumbent might be better served to say “no” to a reverse auction…
What To Do If Your Company Is Asked To Participate In A Reverse Auction
A reverse auction may land you a new client, but if you are the incumbent, it may be better to say no. Here’s why.
Determining Product Value Through a Customer’s Eyes
When determining product value, it’s important to go beyond cost and demand. Your customers’ perceived value matters too, especially if you want to build lasting business relationships.
Don’t Waste Your Time: Five Red Flags to Watch for with Unsolicited RFPs
In the world of sales, it’s easy to get caught up in the possibilities of an unsolicited RFP. But, if you find yourself dealing with procurement, you might want to save your energy.
Some years ago, out of the blue, I was invited to participate …
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We help build and protect our clients’ pricing power by leveraging decades of expertise in negotiation, sales strategy, and value-based pricing.
