Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only Tutorial

Already a subscriber? Login

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

Five Steps Toward Understanding Salespeople

How to Influence Salespeople by Getting in Their Heads and Learning What Makes Them Tick

A big part of pricing is influencing and motivating salespeople to price and discount more effectively. If this doesn't happen, all your hard work can go right down the drain as deals are being done in the field. But how do you effectively influence and motivate salespeople? In this tutorial you'll learn about:

  • Why it's important to understand how salespeople are wired and what makes them tick.
  • How thinking that salespeople are just motivated by money can backfire big time.
  • Five simple steps you can take to better understand their perspectives and situation.
  • Tricks to building rapport and positive influence with the sales team.

This tutorial 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

  • The Price Segmentation Self-Assessment

    Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.

    View This Tool

  • 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

  • Can You Benefit from Better Deal Management?

    Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.

    View This Guide

  • Closing the Skills Gap in Sales Negotiations

    In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!

    View This Interview