39. 32% said prices will definitely have to be lowered in coming year
40. Only 14% of respondents said would raise prices, and in 10% of the cases, would raise prices less than the increase in costs, putting additional strain on margin
103. Understand which sales drive incremental capacity costs and which do not. enabling company to price to profitably recover capacity cost from the former. while pricing to drive incremental contribution from the latter
104.
105. Target customers (or jobs) that most value capabilities for profitable growth and focus your resource investments of service to those segments
106. Anticipate and plan for changes in competitor and customer behavior that could threaten your competitive position in your target segments
107. Collect and communicate competitive information to minimize the impact of negative-sum competitive confrontations
108.
109. Sell “value delivered”. not features. and grow markets by educating more customers on the value that your company can deliver