Launching AMS Analytical in the New Year
This is the year that we launch AMS Analytical, a boutique advisory for pricing and sales effectiveness.
Build sales’ confidence: Tell them ‘no’!
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.
3 Types of deals you should price differently
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.
The pricing envelope: setting minimum prices
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.