For Sale, Not On Sale - The True Cost of Discounting and What to Do About It
- Buyers are more empowered, with on-line / social resources readily available to research your competition and obtain competitive pricing.
- Procurement specialists’ incentive pay is now directly tied to the discounts they can extract from each vendor.
- A lack of substantial differences in your solutions and sales / marketing approach are leading you and your competitors to make price the key differentiator.
See more client examples of reduced discounting - http://alinean.com/clients/