SPASigma Featured in The Distributor Channel article “Sales Training for Distributors – Don’t forget Inside Sales” | Strategic Pricing Associates

“the first line of price negotiations has been switched to the inside sales team”

Today customers look to inside sales for more.  For instance, for most distributors, the first line of price negotiations has been switched to the inside sales team.  Front line technical support falls on to inside sales to do some logistical matters like expedites, freight issues and invoice clarification.

“Proper pricing can improve the inside sales role.”

Proper pricing can improve the inside sales role.  First, without a well-developed pricing system, inside sales teams devote lots of time looking up last prices paid and checking on price levels with their outside sales counterparts.  Inside sales should be trained to spot poorly maintained price files and provide the feedback required to get these fixed.

“inside sales people should learn a few basic negotiating tricks to avoid being “duped” by procurement”

Second, inside sales people should learn a few basic negotiating tricks to avoid being “duped” by procurement professionals who have been trained in the science of negotiation.  If you have not yet see the information provided by Strategic Pricing Associates or their sister company SPASigma, we recommend you check out this really funny video.

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SPASigma Featured in The Distributor Channel article “Sales Training for Distributors – Don’t forget Inside Sales” « Strategic Pricing Pays.