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Strategic Pricing & Your Sales Team

Brent Grover: Here's how to bring salespeople into the pricing conversation

July 25, 2010
This is an exclusive summary of Part 2 of the recent MDM Webcasts strategic pricing series, "How to Implement Strategic Pricing with Your Sales Team."

The theory behind strategic pricing is simple – streamlining the pricing process to identify and eliminate outliers. But implementation can be difficult, especially if you neglect to include your sales team in the conversation, according to Brent Grover, managing partner at Evergreen Consulting.

"You really cannot have an adult conversation about pricing if you're not going to talk about the salespeople," Grover said in the recent MDM Webcast, "How to Implement Strategic Pricing with Your Sales Team," part of a two-part series available at mdm.com. …

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