PricingBrew

Insights & Tips

Already a subscriber? Login

Become a subscriber and unlock an information arsenal focused on making your pricing efforts more effective.

No, Sales Shouldn’t Be Doing It

In a PricingBrew webinar, “There’s More to Profit Than Price,” an attendee posed an interesting question about the responsibilities of the Sales group…

The training session was about how and why pricing teams are redefining and broadening their roles to focus on other powerful growth levers—such as LTV modeling, defection detection, portfolio expansion, substitution identification, and so on.

Of course, it’s perfectly natural to assume that these types of things are the Sales group’s responsibility. And, it’s also natural to think that you might be stepping on some toes should you attempt to lend your analytical prowess to these other meaty problems.

But here’s the thing…

Sales isn’t doing it. And frankly, Sales shouldn’t be doing it.

Yes, Sales will likely the drive the tactical execution of the findings—reaching out to customers, having the conversations, closing the business, and so on. But figuring out which specific customers to reach out to in the first place? And figuring out which specific conversations to have? The strategic stuff? Most Sales groups simply aren’t equipped to tackle these sorts of things.

Nor should they be. Their job is to “knock them down” once someone else has “set them up.”

So, the odds are pretty high that it’s just not happening. And as most pricing teams are already very familiar with the fundamental concepts involved—segmentation, modeling, etc.— I would argue that there’s probably no other group who’s better-equipped to tackle these opportunities.

Get Immediate Access To Everything In The PricingBrew Journal

Related Resources

  • 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
  • Fixing the Causes of Rogue Salespeople

    It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.

    View This Interview
  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn how pricing analysis skills are ideal to identify and minimize revenue attrition and customer defection.

    View This Webinar
  • Developing An Effective Global Pricing Capability

    In this informative conversation with Lynn Guinn, the Global Strategic Pricing Leader for Cargill, learn about developing and maintaining a high-performance pricing function in one of the largest and most successful agricultural companies on the planet.

    View This Interview