Pricing Best Practices, Research Reports, Training Courses and Webinars

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

  • Five Steps Toward Understanding Salespeople

    A big part of pricing is influencing and motivating salespeople to price and discount more effectively. This guide helps you understand salespeople and learn what makes them tick.

    View This Tutorial

  • 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

  • Powerhouse Pricing Teams

    In B2B, dedicated pricing teams are still a relatively new development. And as such, there are no long-standing rules for how everything should work. In this on-demand webinar, explore the common traits, characteristics, and behaviors of successful pricing teams that have been around longer than most.

    View This Webinar

  • Exposing Your Differential Value Step-by-Step

    This tutorial cuts through the apparent complexity of value-based pricing to provide simplified, step-by-step process for understanding and exposing the differential value of your offerings.

    View This Tutorial