Articles

The RML Equation

What is Price Segmentation

Price segmentation is a pricing strategy that involves setting different prices for the same product or service to distinct market segments based on customers’ ability and willingness-to-pay. This strategy has been proven to increase revenue and profitability.

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Effective negotiation skills for salespeople

5 Effective Steps to Master Negotiation

Extracting maximum value from your pricing strategy relies on excellent negotiation skills. Often, poor negotiating skills result in salespeople failing to extract maximum value from deals resulting in lost margins.

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A Practical Guide to Win-Loss Analysis

Win-Loss Analysis is the process of critically understanding why some deals are won while others are lost; it is an in-depth review of what your company does well in attempting to gain valuable clients, but also why you may be losing out on important proposals.

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pricing mistakes to avoid

8 Pricing Mistakes You Should Never Make

Without the right pricing strategy, your company is bound to run into problems such as being unable to pass price adjustments, customers not understanding your prices, higher rates of defection, etc. Surprisingly these pricing issues can be easily avoided if you know what to look out for.

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Pros and Cons of Discounting Strategies

Pros and Cons of Discounting Strategies

As market environments continue to evolve, discount strategies are a proven way to achieve long-term goals for top-line growth. However, the financial trade-offs associated with discounting have to be clearly defined, along with routine post-analysis to understand the impact of the discounting actions.

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