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

  • Promoting the Power of Pricing

    In B2B, there are many other people affecting pricing outcomes, directly or indirectly. So how do you gain and maintain the organizational attention, support, and participation you need to drive improvement over time? It's easier than you may think!

    View This Webinar
  • The Pricing Practitioner's Primer on B2B Sales

    To be most effective in B2B environments, pricing professionals need to learn as much as they can about their sales function. In this on-demand webinar, learn more about aspects of sales people and processes that can affect pricing performance.

    View This Webinar
  • "Better" Practices for Pricing Improvement

    That lofty place of "best practice" can sometimes seem very far away. Fortunately, pricing has so much power that amazing results can be generated by just getting "better." In this webinar, learn how to adapt best practices in less than ideal situations.

    View This Webinar
  • 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