May 10, 2011

Pricing with Confidence 10 Ways to Stop Leaving Money on the Table

In Pricing with Confidence, Reed K. Holden and Mark R. Burton offer ten rules of engagement that put companies back in the driver’s seat during price negotiations. Their solution builds revenues and profits without lowering prices and gives everyone in the organization the confidence to stand up to competitors and naysayers.

The key is linking price to the value provided. By discovering and understanding the value they create for their customers, companies can defend their prices, stand out against competition and capture the money that they used to leave on the table.

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