Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

Boosting the Pricing Team’s Influence

How to Get Others in Your Company to Embrace Your Plans and Perspectives

In most B2B environments, the pricing department doesn't actually "own" every aspect of pricing. For better or worse, there are many different people and groups playing key roles in the pricing process and contributing to overall pricing performance. So how can a B2B pricing team improve results when they don't control all the cooks in the kitchen? How can they implement their plans lacking the direct authority to ensure that those plans are executed? How can they be heard when others don't have to listen? In this on-demand webinar, you'll learn about:

  • Why having greater influence is so much more important and valuable than having ultimate authority.
  • Seven aspects of human cognition, perception, and behavior that every "master persuader" understands fully.
  • Four organizational dynamics that will hinder or halt your efforts...until you turn them to your advantage.
  • Proven strategies for "influencing the influencers" and becoming a trusted advisor to your organization.

This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Getting Control of Discounting

    In B2B, discounting tend to be the norm rather than the exception. How do we make sure the discounts are appropriate and warranted? And how do we do it without alienating the sales team?

    View This Webinar

  • How to Price Big Deals

    Big deals generate a lot of internal pressure and it's easy to ignore the huge pitfalls of winning "badly." In this session, we explore a triangulated pricing approach to ensure profitability, mitigate risk, and avoid future regret.

    View This Webinar

  • The Functional Area Cheat Sheet

    A quick overview of the common ways different internal groups can have an effect on pricing outcomes and suggestions for how you might be able to diplomatically help them help you.

    View This Tool

  • Managing Your "Minimum Advertised Price"

    Many manufacturers have augmented their channel strategies with MAP (Minimum Advertised Price) policies. While not a panacea, MAP policies can mitigate many channel control and conflict issues. In this guide, we expose 20 strategies and tactics for more effective MAP policies and programs.

    View This Guide