Sales Reps & Market Pricing
Most sales reps are kept away from the pricing cookie jar as they’re considered too self-serving to price what they sell – think of the runaway commissions. (Sales rep voiceover: [...]
They’ll Come Back. Oh No They Won’t!
As sellers, we’d like to think that customers eventually see the error of their ways. Customers, being the customer, have the right to make bad buys. And they do, whether it’s [...]
Sales’ FOL
“Grant me the serenity to accept sales’ facts of life (sFOL) – the courage to do the right selling work – and the wisdom to know the difference.” a Seller’s [...]
Market Pricing’s Gravitational Pull
We know things exist, even if we’ve never seen them. We feel their effects. That’s how market pricing works. If we understand forces that weigh on us, we can use tactical pricing [...]
