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How to Prevent Margin Meltdowns in the Field

A Playbook of Real-World Strategies and Tactics for Getting B2B Salespeople to Price and Discount More Effectively

When your salespeople adopt better pricing and discounting habits, your strategies can become much more powerful than they were on paper. In this tutorial, learn seven real-world strategies and tactics for getting B2B salespeople to price and discount more effectively:

  • Adopting a marketing perspective and taking steps to motivate your “target audience”.
  • Developing a better understanding of the sales processes that lead to pricing outcomes.
  • The most effective confidence-builders you can provide that will help Sales hold the line.
  • The problem with pricing training and the three types of training you should provide instead.

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More Subscriber-Only Resources From Our Library

  • Optimizing Pricing Operations

    Over the last few years, most teams have changed their day-to-day operations quite a bit to deal with all of the challenges. So how do we make sense of this patchwork to make our operations more efficient and effective?

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  • Rethinking the "Pricing Journey"

    The “crawl, walk, run” approach used to be the standard for developing pricing capabilities in B2B. But that was 5-7 years ago, and a lot has changed since then. Read this provocative report to learn why you must rethink the pricing journey.

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    You're going to make mistakes. But if you can avoid the biggest mistakes, you're definitely rigging the game in your favor. In this on-demand webinar, learn about the top 10 mistakes that other pricing groups have made along the way.

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  • When to Choose Profit, Revenue, or Both

    As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. In this conversation with Lydia DiLiello, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.

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