16 ways to handle pricing objections

By Moira McCormick / October 30, 2015
Introduction Yes, it's that old chestnut again - price. Everything was going so well in the negotiations and then the issue of price came between you! It's the one objection that can paralyse the sales process. You want this ...
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8 Must Read Books for Pricing Professionals

By Moira McCormick / October 28, 2015
There are plenty of books out there on the subject of pricing - it's true, some more readable than others! Try these 8 recommended books for size:...
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Topics: Pricing Books

10 fears that stop you from optimising your prices

By Moira McCormick / October 21, 2015
What is Price Optimisation? Price Optimisation [Optimization] is the use of mathematical analysis by companies to determine how customers will respond to different prices for their products and services. It is also used to ...
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4 Ways Companies Overlook Pricing

By Moira McCormick / October 19, 2015
We have shown previously that blind spots in your sales process can be costing you thousands, if not millions. But what happens when a company overlooks pricing? When in business it’s imperative to maximize profits to stay ...
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When should you increase your prices?

By Moira McCormick / October 14, 2015
  Well, don't follow the example of the head of a US pharmaceutical company who got the whole price increase issue so very wrong recently. His company, Turing Pharmaceuticals acquired the rights to Daraprim in August; they ...
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What is Price Elasticity?

By Moira McCormick / October 12, 2015
An overview Price Elasticity is a measure of the relationship between a change in the quantity demanded of a particular good and a change in its price. Price Elasticity of Demand (PED) is a term used in economics when ...
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How can we better tackle gender imbalance in software development?

By Moira McCormick / October 7, 2015
It is clear that software is here to stay, yet according to the latest analysis from Women in Science and Engineering (Wise) of UK labour market statistics, women make up just 12.8% of the STEM (Science, Technology, ...
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5 Sales Process Blind Spots that are Costing you Thousands if not Millions

By Moira McCormick / October 5, 2015
Gallup recently published a report to highlight the relationships between buyers and sellers to help better understand the nature of that relationship. Its main focus was on business to business (B2B) sales, but it also ...
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9 Factors that Affect a Customer's Willingness to Pay

By Moira McCormick / October 2, 2015
Willingness to pay (WTP) is the maximum amount an individual is willing to hand over to procure a product or service. The price of the transaction will thus be at a point somewhere between a buyer's willingness to pay and a ...
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Topics: Willingness to Pay

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