PricingBrew

Subscriber-Only Expert Interview

Already a subscriber? Login

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

Fighting Over-Discounting in the Field

Chaz Napoli Shares His Top Strategies and Tactics for Helping Salespeople Price More Accurately

Over-discounting in the field is a frustrating reality for most B2B pricing teams. In many companies, it happens hundreds or even thousands of times a year. Small customers will get big customer prices. New customers will get long-time customer prices. On and on, the instances of seemingly irrational pricing decisions being made in the field never seems to end. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli, the Chief Operating Officer at Insight2Profit, shares the strategies and tactics he's found to be effective through hundreds of customer engagements.

This interview 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

  • How to Hire Great Pricing People

    How do you identify pricing candidates with the raw materials to be most successful? In this on-demand webinar, you'll learn the most important attributes you should be looking for when building your team.

    View This Webinar
  • The Pros & Cons of B2B Pricing Strategies

    The conventional wisdom around pricing strategy often fails to make clear that some of the "standard" options are extremely dangerous in B2B environments! In this on-demand webinar, learn which pricing strategies actually work...and which ones will destroy your margins.

    View This Webinar
  • Business-to-Business Price Elasticity

    In this recorded training session, we explain the fundamentals of price elasticity in straightforward terms, explore the various principles involved, and provides valuable tips and insights to help you get started toward leveraging this most powerful measure in B2B pricing.

    View This Webinar
  • How to Break Out of Your Pricing Silo

    In this expert interview, Mark Burton of Holden Advisors shares his latest insights and advice for getting beyond tactical analysis and taking your pricing department to the next level.

    View This Interview