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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.

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