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.
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Delivering Answers to the Point of Sale
While the promise of data-driven decisions in sales is compelling, it’s rarely realistic. This tutorial reveals a more effective approach for getting salespeople to use data and analytics to make better pricing decisions.
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Profitable Pricing Enablement
In this on-demand webinar, you'll learn about the new "best practice" of leveraging data and technology to distribute pricing authority and control, without sacrificing improved pricing performance.
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Closing the Skills Gap in Sales Negotiations
In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!
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A Better Approach for Pricing Configured Products
In this Expert Interview, we talk to Jared Wiesel of Revenue Analytics about how to get beyond basic markups to improve and optimize the pricing of configured products.
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