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.
More Subscriber-Only Resources From Our Library
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Crucial B2B Pricing Concepts
Pricing in a B2B environment is very different from pricing in consumer or retail settings. In this on-demand webinar, you'll learn about 12 ways B2B pricing is unique and 6 core pricing concepts that every B2B pricing person needs to understand inside and out.
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Visualizing Data to See the Trees in the Forest
Walter Paczkowski on harnessing the power of data visualization to explore and explain the causes of margin leakage.
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Where Should the Pricing Function Be Located?
Should Pricing report directly to the CEO? Should it be located in Sales, Marketing, Product, or Finance? While none of these organizational locations is perfect, through our research, we've been able to identify and document some of the common pros and cons associated with each location.
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Avoiding Mistakes in Customer Profitability Management
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
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