B2B prices for significant increases in returns
For B2B companies with large product ranges, many customers and a high number of individual offers, there are opportunities for returns.
The less comparable the offers are, the greater the scope for implementing customer-specific B2B prices and exploiting profit opportunities. Because if a customer has shown a higher willingness to pay, it is possible:
- Carry out selective price increases in marginal product ranges
- Launch targeted up-selling and cross-selling initiatives
- Recognize impending customer churn at an early stage
But transparency about willingness to pay has another major benefit:
Sales employees represent price demands with more conviction and assertiveness.
In our experience, it makes a big difference whether salespeople justify price increases apologetically with company requirements or whether they communicate them with conviction and self-confidence. This is what happens when salespeople are convinced that the price is appropriate for the quality and service. UNEX offers a Power BI-based tool and a methodology that systematically optimizes B2B prices and can thus increase the return on investment of B2B companies. Get in touch with us.
