Finding Margin Leaks in Your Sales Processes
How to Improve Pricing Results by Diagnosing Problems in Your Sales Process
When we see the final price on deal, it's easy to assume the salesperson messed up. But it’s important to realize that sales are the result of a process. And as with any process, the quality of the final product is determined by the raw materials. In this diagnostic, you’ll learn about:
- Why focusing on the process generates more significant improvements with far less conflict.
- How to identify leaks by comparing your current sales processes to “exemplar” processes.
- Four of the most common problems or margin leaks that people find when they really look.
- Two organizational and interpersonal dynamics you’ll want to watch-out for along the way.
This diagnostic is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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In this interview with Chris Provines, author of "Selling to Procurement", get an inside look at the goals and tactics of the purchasing people who are working so hard to get your salespeople to give up margin.
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A Modern Approach for Fixing a Costly Profit Leak
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Price Segmentation Attributes
When developing a price segmentation model, it's not always easy to identify the attributes that matter most. In this session, we review core concepts, explore various attributes, and walk thru a basic development process.
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Getting Control of Discounting
Enabling a More Disciplined & Deliberate Approach to Discounting
