Winning Big Deals — Profitably

by A.T. Kearney
Today’s aggressive, sophisticated buyers make detailed comparisons of prices and specifications. Often there’s little room for loyalty, relationships and even trust. But when it comes to crafting multimillion-dollar contracts, sellers that combine strategic selling and pricing approaches can win more business and bolster their margins. […] Read more

Winning Big Deals — Profitably

by A.T. Kearney
Today’s aggressive, sophisticated buyers make detailed comparisons of prices and specifications. Often there’s little room for loyalty, relationships and even trust. But when it comes to crafting multimillion-dollar contracts, sellers that combine strategic selling and pricing approaches can win more business and bolster their margins. […] Read more

Winning Big Deals — Profitably

by A.T. Kearney
Today’s aggressive, sophisticated buyers make detailed comparisons of prices and specifications. Often there’s little room for loyalty, relationships and even trust. But when it comes to crafting multimillion-dollar contracts, sellers that combine strategic selling and pricing approaches can win more business and bolster their margins. […] Read more

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