In this episode, pricing expert Casey Brown describes common challenges for salespeople in pricing conversations. She emphasizes the importance of communicating value and highlighting differentiators before offering discounts.
Casey's approach with clients is to train their sales teams to have a value-based mindset and understand customers' buying signals and motives. While having a strong pricing strategy is important, equipping salespeople with the right negotiation skills will lead to better outcomes.
Note: At the beginning of the interview, we refer to one of her blog posts, which can be found here.
Is your business ready to scale? Take the Growth Readiness Scoreto find out. In 5 minutes, you’ll see:
Let's Connect
Ready to unite your teams with RevOps strategies that eliminate costly silos and drive growth? Let's talk!
