Nobody wants to give out price concessions if they don't have to, but too often it is the only tool sales people have to work with. How do you tackle this issue in your company?
Do you actively develop value propositions aligned with your customer's perception of value?
What process do you use to develop your sales strategy?
What does the rest of your organization do to support your value propositions?
Please share your expertise with us here & check out Deb Calvert's new article: The Difference Between Price & Value: Create A Profitable Balance