PricingBrew

Subscriber-Only Express Guide

Already a subscriber? Login

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

Can You Benefit from Better Deal Management?

Elliot Yama of Apttus Provides a Simple Guide to Evaluating the Gaps in Your Deal Management Process

Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. The salesperson that gets a big bonus for providing a huge discount to win a deal... The unwitting sales team that ends up bidding against themselves... The sneaky rep that hits quota and earns commission by cherry-picking the low-margin products. These kind of things shouldn't happen...but they do. In this guide you'll learn:

  • The common root cause that many deal management horror stories can be traced back to.
  • The characteristics that tend to separate the strong performers from the weaker ones.
  • How a large part of the solution is in giving your sales team additional deal guidance and confidence.
  • Four questions you can ask to quickly assess the state of your company's deal management practices.

This guide 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

  • Tales from the Trenches in B2B Pricing

    Pricing improvement in B2B can be a messy affair. In this on-demand webinar, glean insights from ten cautionary case studies so you don't repeat the same mistakes and miscalculations.

    View This Webinar
  • How to Prevent Margin Meltdowns in the Field

    When your salespeople adopt better pricing and discounting habits, your strategies can become much more powerful than they were on paper. In this tutorial, learn seven real-world strategies and tactics for getting B2B salespeople to price and discount more effectively.

    View This Tutorial
  • The Fundamentals of Price Segmentation

    In this recorded training seminar, we explain the concept of price segmentation and why it's such a powerful and important tool. We explore the essential process and even walk through a step-by-step exercise, building an example price segmentation model from scratch.

    View This Webinar
  • The B2B Pricing Capability Self-Assessment

    To help identify areas for improvement and help gauge the competitiveness of your company's strategic and tactical pricing capabilities, simply answer the 52 questions in this straightforward self-assessment as truthfully and objectively as possible.

    View This Tool