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PRICE NEGOTIATIONS WITH KEY ACCOUNTS

June 19, 2019 | (10am)
USA (United States of America)
When negotiating prices with key accounts, 85% of all companies underestimate their power position. This frequently leads to situations where money is left on the table. While sales reps typically claim that every deal is unique, in reality the basic power mechanics are always similar. Therefore, leading companies have started to adopt systems that rely less on the skills of the sales force and more on state of the art concepts to assess their own power position, set big deal prices and prepare for price negotiations. These companies have improved their bottom line by up to 5%.