Delivering Answers to the Point of Sale
A Realistic and Pragmatic Approach for Helping Salespeople Make Data-Driven Decisions
While the promise of data-driven decisions in sales is compelling, it’s rarely realistic. But by taking an approach that addresses the reality of most B2B selling environments, you stand a much better chance. In this tutorial, you will learn about:
- The underlying flaw in the generally-accepted concept of "business intelligence" that's led B2B companies astray.
- The three unintended consequences companies have experienced in the interest of "putting data at their fingertips".
- Why people in the field need far more than data and the powerful mindset shift that can help you deliver it to them.
- Five straightforward steps you can take to make the transition and avoid the problems others have experienced.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Navigating the Pricing Technology Landscape
Given the pace of change, it’s increasingly difficult to keep track of the various pricing technologies and what they’re best used for. In this recorded training seminar, we discuss the latest trends and developments and how different types of solutions compare.
View This Webinar -
How to Avoid Sales Compensation Gotchas
While no variable comp approach is ever perfect, you stand a much better chance when you minimize the unintended consequences. This guide exposes the problems with various schemes and explores potential solutions.
View This Guide -
How to Get More Aligned With Sales
Taking a purposeful approach toward aligning more closely with the sales team can reap great rewards for pricing results. Learn five straightforward steps toward fostering a better working relationship with integrity.
View This Tutorial -
13 Unique Price Segmentation Attributes
When you identify meaningful segmentation attributes, you also uncover a source of competitive advantage. This research brief explores a variety of unique price segmentation attributes that companies in the PricingBrew Network have found to be important.
View This Research

Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this tutorial as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges