Building Pricing’s Credibility with Sales
Getting the Sales Team To Take Our Pricing Plans and Suggestions Seriously
In most B2B companies, the sales team represents the critical "last mile" between our best-laid pricing plans and prospective buyers. Unfortunately, the sales team will often view the pricing department with more than a little skepticism. And as a result, they frequently disregard our suggestions and ignore our recommendations. What can we do to change their perceptions and get them to see us as a trusted partner in the business? In this on-demand webinar, you'll learn about:
- The real reasons Sales gives for why they're skeptical of what Pricing says and does.
- Seven of the top credibility enhancers that Pricing teams can use to their advantage.
- The benefits of securing mutually-beneficial training programs for Sales and Pricing.
- How to adopt a "winning" attitude to make you a more credible and trusted partner.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
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Reducing the Friction Between Sales & Pricing
Some amount of "friction" between Sales and Pricing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Pricing functions.
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Managing Mix to Improve Pricing
Product and customer mix have an incredible amount of influence over every aspect of your performance. In this on-demand webinar, learn how to get proactive about "rigging" your mix to your advantage.
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Combating Competitive Pricing Pressure
Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.
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Boosting the Pricing Team's Influence
How can a B2B pricing team improve results when they don't control all the cooks in the kitchen? How can they be heard when others don't have to listen? In this session, learn the science of influence and persuasion.
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