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Using a Cost-Plus Mindset to Your Advantage

How One Company Improved Profitability Without Changing Their Team's Cost-Plus Pricing Behaviors

In a B2B sales environment, an entrenched cost-plus mindset can be a huge obstacle to improved pricing performance. Modifying this mindset often involves implementing new rules, training programs, governance structures, and even making personnel changes. But what if your back is against the wall and the "right way" isn't an option? In this case study, you'll learn:

  • Why it sometimes makes sense to make your sales team think nothing's changing to get them to improve.
  • How desperate times can sometimes justify effective solutions--even when they're a bit creative and sneaky.
  • Things to consider when the seemingly logical courses of action just aren't available to you.
  • How simple algebra managed to deliver results so good that they surprised both the CEO and CFO.

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