Many sales leaders are realizing that what was an important part of their job has now become absolutely necessary: defining and executing a winning pricing strategy.
More than almost any other factor, pricing drives profitability - therefore securing sustainable margins has become a critical issue for sales management.
However, pricing power is eroding in many industries. As the pressure to secure profitable business increases, many sales leaders are realizing that their teams are not adequately prepared to either defend their current pricing, or to sell price increases.
Top sales performers use a variety of techniques and methodologies throughout the buying process with their clients in order to ensure profitable margins.