The service parts industry – specifically automotive, heavy equipment, aircraft and aerospace parts manufacturing and distribution – generates trillions of dollars in annual revenues. Given the fact that many of the industry’s manufacturers and distributors struggle with pricing, it’s clear that these revenues, while impressive, do not come close to capturing market potential. Why are…
I have worked with some talented salespeople over the years and learned a great deal about being a good steward of our company to our customers. As a sales and marketing leader at PROS, I often have the privilege of meeting 1-on-1 with each new person we hire into our department. When I meet new…
Profit leakages can happen at every line of the profit and loss statement. Some are easier to identify than others and can easily be captured in a waterfall analysis to derive pocket price levels for a customer, a market segment or a product category. Others are well hidden in the P&L and require a lot…
Most every sale rep has heard that phrase, “Just meet your competitor’s price point and the business is yours.” One could discuss for hours how and why the sale rep has gotten himself in this position but we’ll leave that for another blog post. Clearly the negotiation has broken down at this point, and closing…
The debate of the existence of elasticity in B2B markets is a fun one, for those of us who like to discuss such things. It’s an academic argument that’s far from the reality of life as a salesperson trying to close an individual deal. Those who are elasticity naysayers come armed with demand curves and…
Jacqueline Davis says:
Hi Siva,
Thanks! I couldn’t agree with you more on the...
Jacqueline Davis says:
Hi Rikhath,
The question of why your company needs a pricing team...
Siva Ram Yellapragada says:
Simply awesome !!
We have a strong pricing team in our global...
Rikhath says:
Also in enterprise products world do you think Product operations would...
Rikhath says:
Hi Jacqueline,
We fighting the same battle and I out...
