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.
More Subscriber-Only Resources From Our Library
-
Building a Better Bid Desk
Large bids and quotes can have huge impacts on everything from revenue and profit to capacity utilization and strategic positioning. In this on-demand training session, learn strategies and tactics for improving the effectiveness of your bid desk.
View This Webinar -
The Right Way to Manage and Enable Change
How do you encourage, enable, and manage organizational change when the deck is stacked against you? In this in-depth interview, Scott McAllister and Suraj Mohandas share the quantifiable benefits of effective change management and expose the essential steps that are required to get it right.
View This Interview -
How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study -
Using The "Measurement Effect" to Improve Margins
When it comes to finding problems or failings with pricing and discounting, the sales department is a prime target. But the relatively simple effort of getting your own house in order can have a positive influence on pricing outcomes.
View This Tutorial
