Author: Cheri Eyink

When sales teams aren’t up-to-date on the value of your products, value-based selling methods, or the latest negotiation tactics, a vacuum is created that is filled with “training” messages from the folks they likely spend much of their time with: customer purchasing departments. In this article, the author explains why it is crucial for pricers to refocus sales teams with training and information that supports the value you bring to your customers. Cheri Eyink is Principal at B2B Kinetics specializing in pricing, profit, and revenue management. She can be reached at Cheri.Eyink@B2BKinetics.com.

The Pricing Advisor, July 2018

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