Ian Altman

SALES

Your Price Is Too High!

“ My prospective customer says we were not selected because our price was too high?  What do I do?”  This is a question many companies grapple with. It’s not unusual for potential clients to give price as their reason for not buying from you. So what should you do about it? Ian Altman, a Forbes…

SALES

Are Obsolete Sales Techniques Killing Your Business?

Setting the Scene (by David Paul Carter).  The profound transformation in customer behavior is a major growth challenge for companies today. Today’s buyers are enabled by the Internet, empowered by the enormous choice in every market, and possess the ability to compare real-time competitive prices. They have, in essence, taken control of the purchase process….

MARKETING | SALES

How to Avoid Pricing Pressure

“What do I do when my prospective customer says we were not selected because our price was too high?” This is a question many companies grapple with. It’s very common for potential clients to give price as their reason for not engaging with you. So what should you do about it? Ian Altman, a Forbes…