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

  • Exploring the Future of the Pricing Profession

    Kevin Mitchell Interview Splash4

    Pricing is a specialized function and it can be difficult to get a read on the health and status of where the field is headed. Kevin Mitchell of the Professional Pricing Association provides his perspectives on the state of the pricing profession.

    View This Interview
  • How to Defend Your Prices

    How to Defend Your Prices Nar Splash

    In B2B environments, you're sometimes facing a battle on two fronts: With customers and prospects, and with others inside your own company. In this on-demand webinar, learn about effective strategies and tactics for defending your prices internally and externally.

    View This Webinar
  • Seven Steps to Identify and Capture Your Value

    tut_seven steps to identify and capture your value

    When it comes to value-based pricing, it's easy to get sidetracked by all of the apparent complexity. In this tutorial, learn the fundamental process steps that are crucial for success.

    View This Tutorial
  • Delivering Answers to the Point of Sale

    tut_delivering answers to the point of sale

    While the promise of data-driven decisions in sales is compelling, it’s rarely realistic. This tutorial reveals a more effective approach for getting salespeople to use data and analytics to make better pricing decisions.

    View This Tutorial