Tag: salespeople

Article: Are You a Discount Shop? | Strategic Pricing Associates (SPA)

Article: Are You a Discount Shop? | Strategic Pricing Associates (SPA)

Read our article about the keys to not being pressured into using discounting for all customers to appease your price-sensitive ones. Excerpts of the article authored by Frank E. Hurtte Jr. who has 28 years of distribution industry experience and a lifetime in sales follow. “Before we instituted a pricing process we were just an […]

Article: You Can’t Cheerlead Your People to Pricing Success | Strategic Pricing Associates (SPA)

Article: You Can’t Cheerlead Your People to Pricing Success | Strategic Pricing Associates (SPA)

Read our article about the keys to getting your sales people on board with a proven process to drive your pricing plan forward. Excerpts of the article follow. “the deck is stacked against you from the start” The sad truth is the deck is stacked against you from the start. Customers are constantly pushing backwards […]