Getting Salespeople to Price Better
Proven Strategies and Insights for Getting Your Sales Team to Produce Improved Pricing Outcomes
Chances are, your salespeople are what stands between your pricing strategies and the customers you've developed them for. And as a result, the ability to positively influence the sales team is a critical success factor for pricing improvement. In this on-demand training seminar, you will learn:
- How B2B pricing is unique as salespeople are involved and the positives and negatives associated with this dynamic.
- The motivations and mindsets of different salespeople---what makes them tick, their strengths, and their weaknesses.
- Ways to modify your own behaviors, actions, and understandings to be more effective in your interactions with sales.
- How to view and improve the underlying systems and processes that influence the actions of the entire sales force.
This webinar 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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Getting the Top Job in B2B Pricing
How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.
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Neutralizing the Sales Team's Excuses
When sales reps fail to do what's expected, it's human nature to offer "explanations" beyond personal failing or expedience. Learn how Pricing can address the top "reasons" for poor price execution in the field.
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Two Ways to Champion Pricing Initiatives
This case history details how one pricing champion used two different approaches to gain support and approval...and got very different results. Find out which approach worked better.
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How to Avoid Sales Compensation Gotchas
While no variable comp approach is ever perfect, you stand a much better chance when you minimize the unintended consequences. This guide exposes the problems with various schemes and explores potential solutions.
View This Guide
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Building the Right Pricing Habits
Learn the Behaviors that Separate the True Pricing Professionals from Everyone Else
