Pricing and Packaging in an Industrials/B2B Setting
The relationship between B2B sales managers and their customers is a significant factor in the criteria to make a purchase decision. Buyer trust is paramount to building long-lasting partnerships as compared to short-lived transactional interactions.
The complexity of offerings at industrial companies (from capital equipment, to aftermarket parts and service) can further complicate the purchase process. Cross-sell and up-sell opportunities are an often-overlooked sales lead when engaging with customers.
It stands to reason then, that creating an offering structure that simplifies the purchase process, and deepens the customer relationship will make a material difference to profitability. One way to accomplish this is to move towards selling solutions, supported by smart customer segmentation and tailored packaged offerings.
Join Simon-Kucher’s webinar to learn more about how you can design your B2B offerings with your customers’ long-term success in mind, developing greater customer intimacy, and boosting your topline!
To view the full B2B Webinar Series, click here.