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Developing Better Relationships with the Sales Team

Greg Preuer of Cooper Lighting on Getting Beyond Pricing and Working More Effectively with the Sales Team

Greg Preuer of Cooper Lighting is uniquely qualified to speak about working more effectively with the sales organization. He not only has decades of experience as a B2B pricing practitioner, he used to be a sales leader himself. In this interview, you will learn:

  • How salespeople tend to view pricing and discounting decisions in the context of their day-to-day work.
  • Effective ways for pricing people to build greater levels of rapport and mutual respect with the sales team.
  • Other important areas that pricing teams are uniquely-positioned to help their sales organizations tackle.
  • The importance of maintaining an ongoing dialog with sales leadership about the more strategic issues.

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