Under Pressure: Why Price Pushback Isn’t Just a Procurement Problem Buyers are under pressure. From tariff uncertainty through supply chain volatility and budget freezes. And then there’s procurement stepping in earlier, pushing harder, and asking tougher questions. And the pressure the buyer is under doesn’t stay on their side of the table – it lands squarely on yours! Your sales …
Salespeople don’t lose margin because they lack motivation. They lose it because they’re stuck on the wrong side of the Value Challenge. It’s a phrase I’ve used for years — and it sits at the heart of the Value Challenge Framework™. But the value challenge isn’t one single issue. It’s really two challenges, layered together: 🧠 The Strategic Value Challenge …
“We’ve seen this problem before.” No questions. No real curiosity. Many problems look the same. But the same problem can be very different from one customer to another. There was no attempt to understand the problem in this customer’s world, just the assumption that since they’d seen the problem before the solution would be the same. The seller thought he …