This is the year that we launch AMS Analytical, a boutique advisory for pricing and sales effectiveness.

Nothing is more deadly to the belief in the value of your product than management giving in to every request for a discount. Companies should keep track of their discounting behaviour to protect the perceived value of their products.

Sales executives are often measured on revenue attainment regardless of the financial health of the deals sold. This post offers a framework to look at the health of the deals that your sales team brings to the table.

One of the areas where pricing and sales often collide is the setting of minimum prices. For companies that produce physical goods there is a clear floor to pricing. For software and services however, marginal costs are often very low, and different considerations apply.