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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Using a Cost-Plus Mindset to Your Advantage
An edgy case study that exposes how one company got "creative" to improve profitability without having to change their sales team's ingrained cost-plus pricing behaviors.
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Working With "Bad" Pricing Data
In B2B, there are so many moving parts that always having a perfectly accurate and complete dataset just isn't very realistic. So we've got to figure out how to do the best we can with the data we've got.
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Reducing Losses to "No Decision"
Studies have shown that companies can lose up to 40% of their forecasted deals to "no decision". In this on-demand webinar, learn strategic and tactical approaches for dealing with prospect inaction.
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