Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only Expert Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Being Fearless When Facing Procurement

Chris Provines, the Author of Selling to Procurement, Reveals the Goals, Motivations, and Tactics of Today's Purchasing Professionals

Just the hint that Procurement might be getting involved in a deal can cause even the most seasoned sales professionals to start calculating discounts and extending forecast timelines. In this recorded and transcribed interview with Chris Provines, the CEO of Value Vantage Partners and the author of Selling to Procurement, you will learn about:

  • The underlying business and market dynamics that have led to a massive boost in procurement's power and influence.
  • How understanding your opponent's motivations and goals can reduce the fear and uncertainty in your dealings.
  • The common tactics that purchasing professionals will use and how to prepare your team to handle them effectively.
  • How procurement's goals and your sales quotas are destined to collide in the future and put even more pressure on margins.

This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Practical Price Sensitivity

    Best practice in elasticity-based price optimization can seem out-of-reach. So are there ways to tap into relative price sensitivities that are easier to implement, yet can still produce solid results?

    View This Webinar

  • Pricing Thru a Trade War

    When global trade tensions escalate, everything can become more difficult for B2B pricing teams. How do we navigate the turmoil without sacrificing our pricing integrity, our margins, or our own sanity?

    View This Webinar

  • How to Tackle Trade Tariffs

    In this insightful conversation, Sean Arnold helps us sort through the issues and understand our options when addressing the latest addition to our list of pricing challenges: trade tariffs.

    View This Interview

  • Managing Your "Minimum Advertised Price"

    Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.

    View This Guide