Why Buyers Buy Aggregation Buying Process Consolidation Cost Savings Demand Management Price Pressure Procurement Supplier Margins 'Imagine if you could give the buyer a menu of ways to save money, other than cutting your margins. This insight shows you how. MORE >>

When it comes to evaluating price, most of us don't have a clue what we're doing. According to Priceless author William Poundstone , much of our strategy boils down to "just winging it," and that's not an effective way to do business: “People tend to be clueless about prices. Contrary to economic theory, we don’t really decide between A and B by consulting our invisible price tags and purchasing the one that yields the higher utility. How can you stay ahead of the curve and price your offerings the smart way? 1) Using Comparative Pricing. Let's begin! 1,499. MORE >>

Jeff Erramouspe, President of Manticore Technology  , and was recently quoted in a DemandGen Report article on the trends around the average selling price of marketing automation solutions and the possible impact for the future of the market.  Following is the complete interview: DemandGen Report:   We have heard a lot of volatility and competitive pressure in terms of pricing in the marketing automation space. What’s driving the change/pricing pressure? Jeff Erramouspe: We have seen selling prices drop over the past six months, particularly at the lower end of the market.  MORE >>

Customers are 57% through their buying process before they seek engagement with suppliers (see chart below). Think Customers are doing a lot more buying before we have the opportunity to sell. In fact, many members tell us that customers want to engage with us only when they’re ready to talk about one thing—price—with many more opportunities going out to bid. And These include: Landmine #1:  Reps cannot (or will not) engage customers earlier in their buying process. Think about that for a moment. Customers MORE >>

search turned up a market price of $199 for 10,000 likes. The business case for buying Likes. But I’m wondering if it is irresponsible and out of step with reality to keep a customer from buying Likes to match a competitor that is already doing it. by Billy Delaney If your reaction to companies buying Facebook Likes is the same. ethics facebook Social Media Strategy buying facebook likes ethics of social media facebook strategy social media strategyWith exuberant joy, he bursts into the shop and yells “Congratulations!”. The essence of social proof. MORE >>