Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only Expert Interview

Already a subscriber? Login

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

Fixing the Root Causes Behind Rogue Salespeople

Paul Hunt, the President of Pricing Solutions, Exposes the Real Problems Behind Rampant Discounting in the Field

It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. But out-of-control discounting and high numbers of exception requests are often just symptoms of other issues. In this expert interview with Paul Hunt of Pricing Solutions, you will learn:

  • Why so many companies believe they have a problem with their sales force...and why they are so often wrong.
  • The two big problems that are often at the heart of rampant discounting and high numbers of exception requests.
  • How to position changes to the underlying pricing architecture so that salespeople can recognize personal benefits.
  • How to diagnose the real problems and get management support and buy-in for the necessary corrective actions.

This interview 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

  • How to Price New Products
    Pricing New Products NarSplash

    In this on-demand webinar, learn about three common types of new products that pricing teams are likely to encounter, and explore the core strategies and processes for dealing with the realities associated with them. Hint: "Best practice" is not always realistic.

    View This Webinar

  • How to Leverage Big Data & Pricing Science
    Jim Vaughn Interview Splash

    In this expert interview, Jim Vaughn, the author of a new book called "Stop Racing in a Blindfold," talks about how to combine Big Data and Pricing Science to drive better financial results, at scale, and on a go-forward basis.

    View This Interview

  • The Fundamentals of Effective Subscription Pricing
    Subscription Pricing Webinar Splash

    With subscriptions, the first order is just a fraction of the business you hope to get over time. So how do you do get the pricing right? In this recorded webinar, learn the processes, practices, and measures that can boost subscription pricing effectiveness.

    View This Webinar

  • Suffering from a Costly Case of Sticker Shock
    Case_Suffering from a Costly Case of Sticker Shock

    In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.

    View This Case Study