How to Defend Your Prices
Justifying and Supporting Pricing Decisions to Customers and Other Internal Stakeholders
Justifying your pricing decisions to prospects and customers is certainly a challenging endeavor all by itself. But in B2B environments, you sometimes have to work just as hard to convince other stakeholders inside your own company! In this on-demand training webinar, you’ll learn about:
- The strategic approach to defending your price that focuses on the war, not the battles.
- How to think about the other internal stakeholder groups that can make or break your efforts.
- Various ways to get your sales team to arrive at better pricing conclusions on their own.
- How to leverage projections and calculations to defend against discounting pressures.
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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The Fundamentals of Price Structure
In this on-demand webinar, we explore ten different approaches for structuring your prices to align to customer needs and priorities---from bundling, add-ons and multi-part prices to volume schedules, surcharges, and more.
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Getting to the Right Number
In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.
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Stop Being Afraid of Procurement
In this interview with Chris Provines, author of "Selling to Procurement", get an inside look at the goals and tactics of the purchasing people who are working so hard to get your salespeople to give up margin.
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The Fundamentals of Value-Based Pricing
Value-based pricing is like any other business practice in that most of the power comes from mastering the fundamentals. In this on-demand webinar, learn the core concepts and essential processes that generate the most bang for the buck.
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