Fighting Over-Discounting in the Field
Chaz Napoli Shares His Top Strategies and Tactics for Helping Salespeople Price More Accurately
Over-discounting in the field is a frustrating reality for most B2B pricing teams. In many companies, it happens hundreds or even thousands of times a year. Small customers will get big customer prices. New customers will get long-time customer prices. On and on, the instances of seemingly irrational pricing decisions being made in the field never seems to end. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli, the Chief Operating Officer at Insight2Profit, shares the strategies and tactics he's found to be effective through hundreds of customer engagements.
This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Exposing Your Differential Value Step-by-Step
This tutorial cuts through the apparent complexity of value-based pricing to provide simplified, step-by-step process for understanding and exposing the differential value of your offerings.
View This Tutorial -
There's More to Profit Than Price
For many pricing teams, expanding their perspectives from "pricing" to "profitability" is the key to maximizing effectiveness. In this on-demand training session, we expose and explore five of the other powerful growth levers that really matter in B2B environments.
View This Webinar -
The Leading Edge of Customer-Specific Pricing
In this Expert Interview, Pete Eppele discusses current best practices and sheds light on what leading pricing functions are doing right now to manage and optimize their customer-specific pricing.
View This Interview -
How Many B2B Sales Teams Lack Negotiation Skills?
We wanted to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.
View This Research

Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges