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 Pros & Cons of B2B Pricing Strategies

    The conventional wisdom around pricing strategy often fails to make clear that some of the "standard" options are extremely dangerous in B2B environments! In this on-demand webinar, learn which pricing strategies actually work...and which ones will destroy your margins.

    View This Webinar
  • Exposing the Secrets of Price Negotiation

    How do you protect your margins when your sellers are so outmatched? How do you keep them from falling for every trick in the book? And what does your pricing team need to know to provide another layer of protection?

    View This Webinar
  • There's More to Profit Than Price

    For many pricing teams, expanding their perspectives from "pricing" to "profitability" is the key to maximizing effectiveness. In this on-demand training session, we expose and explore five of the other powerful growth levers that really matter in B2B environments.

    View This Webinar
  • Making Sense of Pricing Technology

    Are pricing technologies all the same? Do the differences actually matter? What do we need? How do we choose? In this webinar, we cut thru the confusion to help you understand your options for technology-enabled pricing.

    View This Webinar