ATE - The high cost of discounts: how to reduce and even eliminate them at strategic accounts

Pricing pressure has never been greater. Strategic accounts wield tremendous leverage, impacting top-line revenue and bottom-line profitability, while strategic account managers are tasked with growing these accounts as opportunistic competitors wait in the wings. This competition and internal and external pressure can lead to profit-killing discounting. In this webinar you will hear ideas that immediately can be put into action to reduce or eliminate discounting and create greater value for both the supplier and customer.You will learn how to: Reduce or eliminate discounting Expand relationships and create more value at strategic accounts Command price premiums and insulate yourself from pricing and profitability pressure Profitably grow strategic accountsOur expertRon HubsherRon is a sales and negotiation expert and author of Closing Time: the Seven Immutable Laws of Sales Negotiation, which is based on his research of world-class sales organizations. He is CEO of Sales Optimization Group (www.salesog.com), an international sales and negotiation training and consulting organization whose notable clients include Google Inc., Oracle Corp., Xerox Corp., The ADT Corp., Walgreen Co., Kimberly-Clark Corp., Novozymes A/S, Adobe Systems Inc., Morgan Stanley, Prudential Financial Inc., Automatic Data Processing Inc., Comcast Corp., Thomson Reuters Corp. and Columbia Business School. Ron has also given presentations or written articles for companies and outlets such asBloomberg Businessweek, Los Angeles Times, Inc., Selling Power, American Marketing Association, Wharton Alumni Association, University of Chicago Booth School of Business Sales Leadership Roundtable, CBS Executive Speaker Series, National Association of Small Business Investment Companies, The Indus Enterprise, Marketing Executives Network Group, Cisco WebEx LLC, CRM Radio, CRM Guru, Professional Society of Sales and Marketing Training and Association for Corporate Growth. He has more than 25 years of sales and sales management experience and has a master of business administration degree from Columbia Business School and a bachelor of science in operations research from Columbia University.