July 9th 2011
Pricing with Confidence. 10 ways to stop leaving money on the table by Reed Holden, Mark Burton
Cover via Amazon
Pricing with Confidence. 10 ways to stop leaving money on the table by Reed Holden,Mark Burton . 2008. ISBN 0470197579. This is a book for the practitioner, whether it is CEO, CFO, VP Sales/marketing. They do a very good job with strategy:
- set pricing and offerings
- establish list prices and base agenda
and tactics:
- actual transaction prices
- rules for negotiations
- holding to earned legitimate discounts, alignment with street price
They give you a model of change how to go in small steps from:
- cost plus
- value enhanced cost plus
- better market driven to
- value driven.
There is also lots of meat there for the in-the-trenches salesperson with a surprising (to most sales managers ) metric showing that you can expect maybe 38% of your prospects to be price driven, with the rest being relationship or value driven. They also show you how to best deal effectively with all purchasers including the poker playing purchaser . The case studies are good and easy to emulate. This is an easy to read, easy to use book. My only concern is that its been around for 3 years and I could have used it all the time. Put it on your Kindle and keep reading it over and over.
Similar Posts:
- Contextual Pricing. The death of list price and the new market reality. Rob Docters, John G. Hansen, Cecilia Nguyen & Michael Barzelay.
- Malcolm McDonald on Key Account Management. Malcolm McDonald & Beth Rogers
- Rusher’s Gap and its implications on price discounting.
- How to Sell at Margins Higher Than Your Competitors: Winning every sale at full price, rate or fee. Lawrence L. Steinmetz & William T. Brooks
- ROI Selling. Increasing revenue, profit & customer loyalty through the 360 deg. sales cycle. Michael J. Nick & Kurt M. Koenig
Category: Marketing, Pricing, Sales Effectiveness
