Negotiated Pricing Inside a Digital Channel
Negotiation is a part of B2B that digital channels should support, not eliminate.
Capture agreements in one place
Record negotiated prices with their start and end dates in the platform so buyers see them automatically. Expiring agreements should alert both sides before they lapse.
Allow counter-offers within limits
Quoting tools can let reps adjust prices within pre-approved margins, with larger changes routed for review. This keeps deals moving without sacrificing control.
Key takeaways
Store agreements with validity dates
Alert before agreements expire
Define rep discount limits
Related reading
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