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    Home » pricing
     Square Pricing in a Round Hole

    Square Pricing in a Round Hole

    April 8, 2021

    When B2B contractors respond to RFPs they often have to place their pricing into customers’ pricing models, e.g., spreadsheets or online forms with built-in formulas. Sounds easy; just [...]

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     Sales Reps & Market Pricing

    Sales Reps & Market Pricing

    April 9, 2013

    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: [...]

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     Price without Value is Meaningless

    Price without Value is Meaningless

    June 8, 2011

    When sales reps say “buyers only look at price” they’re saying they sell a commodity. In essence they’ve given up and are rationalizing lost sales. That’s [...]

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    Why the Evil Strategy Works

    November 29, 2010

    OK, we’re talking about facility service contracts here, not cereal. So, the evil strategy is an intentionally low ball price, one that’s outrageously below market pricing, sometimes [...]

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    The Greatest Sales Question

    December 3, 2009

    What’s important to you? Or put another way, what is your single most pressing challenge today? That pressing challenge is the one keeping you from getting or enjoying what’s [...]

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     The Service Contract Manifesto

    The Service Contract Manifesto

    April 9, 2008

    A Declaration of Customer-Contractor Interdependence In the course of history, it becomes necessary to state the separate and equal principles that bind customers and contractors together in [...]

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     Reversing Into Darkness

    Reversing Into Darkness

    April 10, 2007

    You know what a reverse auction is. Leaving the light, moving into the darkness, and finally oblivion. From a contractor’s perspective anyway. I don’t like reverse auctions. [...]

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    Market Pricing’s Gravitational Pull

    February 1, 2007

    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 [...]

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