Establishing value on big deals

Establishing Value on Big Deals

Establishing Value on Big Deals Being a sales voyeur again I was sitting in a staff meeting with a client in which – the President and Sales VP’s were discussing negotiating, discounting and holding the line on price. One sales manager said, “If we can prove technical superiority, then I can discount less. But if I can’t prove product superiority you can’t expect me to … Read more