Unlocking the Buyer’s Mindset: What Drives Price Demands from Procurement?

Unlocking the Buyer’s Mindset: What Drives Price Demands from Procurement?

If you have been in sales for more than a week you have encountered someone from Procurement telling you one or more of the following: “Your price is too high.” “I need a discount.” “Can you do better?” “Your solution is too expensive.” “You’ll have to do better than...
“Message from the Front”: Best Practices for Handling Price Demands in Healthcare Negotiations

“Message from the Front”: Best Practices for Handling Price Demands in Healthcare Negotiations

Over the last several years, we have had the opportunity to work with a number of companies servicing the healthcare industry.  While our discussions with sales managers and executives have spanned a broad range of topics, one of the most frequently asked questions...
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