Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only Case Study

Already a subscriber? Login

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

How a “Top Salesperson” Gutted a Pricing Initiative

Learn to Avoid the Mistakes One Company Made When Implementing a New Pricing Technology

We all know how important it is to get Sales on-board when pursuing a pricing technology initiative, right? And we all know what can happen when we don’t, right? Well, if you have any doubts, this case study will make things abundantly clear:

  • Why sales adoption can wane months, or even years, after a "successful" pricing technology implementation.
  • How to diagnose underlying problems and root causes by stepping back and asking different questions.
  • How misaligned reward and recognition systems can have a number of costly unintended consequences.
  • How to leverage data and differences in internal behavior and performance to influence management.

This case study 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

  • Being An Internal Pricing Consultant

    For pricing functions in B2B, frustration and conflict seem inevitable. But learn how a "consulting" mindset and approach can make driving improvement in B2B much easier...and far less frustrating.

    View This Webinar

  • Boosting the Pricing Team's Influence

    How can a B2B pricing team improve results when they don't control all the cooks in the kitchen? How can they be heard when others don't have to listen? In this session, learn the science of influence and persuasion.

    View This Webinar

  • Fighting Over-Discounting in the Field

    Over-discounting in the field is a frustrating reality for most B2B pricing teams. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli shares the strategies and tactics he's found to be effective through hundreds of customer engagements.

    View This Interview

  • More Effective Cross-Functional Pricing

    Pricing in a B2B environment is cross-functional by nature. In this on-demand webinar, learn about improving overall pricing performance by working more effectively with other groups and departments.

    View This Webinar