PricingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

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

Getting Control of Discounting

How to Enable a More Disciplined and Deliberate Approach to Discounting

In B2B markets, negotiated discounts tend to be the norm rather than the exception. Unfortunately, this common practice can become a massive source of unexpected margin erosion when there's little rhyme or reason behind the price concessions. So how do we gain more control over discounting in the field? How do we make sure that the discounts are truly appropriate and warranted? And how do we do it all without alienating the sales team? In this on-demand webinar, you'll learn about:

  • Adopting a more productive perspective on the role of discounting in the pricing process.
  • The foundational structures that help ensure discount levels are relevant and market aligned.
  • The performance metrics and incentives that reinforce consistent application over time.
  • How to navigate the organizational dynamics and minimize internal conflict and strife.

This webinar 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 Fundamentals of Price Structure

    In this on-demand webinar, we explore ten different approaches for structuring your prices to align to customer needs and priorities---from bundling, add-ons and multi-part prices to volume schedules, surcharges, and more.

    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
  • Promoting the Power of Pricing

    In B2B, there are many other people affecting pricing outcomes, directly or indirectly. So how do you gain and maintain the organizational attention, support, and participation you need to drive improvement over time? It's easier than you may think!

    View This Webinar
  • Generating Cost-to-Serve Automagically

    Creating accurate cost-to-serve estimates can be more difficult than people anticipate. In this tutorial, learn how to reduce the time and effort required to estimate the indirect costs of serving different customers.

    View This Tutorial