How to Prevent Margin Meltdowns in the Field
A Playbook of Real-World Strategies and Tactics for Getting B2B Salespeople to Price and Discount More Effectively
When your salespeople adopt better pricing and discounting habits, your strategies can become much more powerful than they were on paper. In this tutorial, learn seven real-world strategies and tactics for getting B2B salespeople to price and discount more effectively:
- Adopting a marketing perspective and taking steps to motivate your “target audience”.
- Developing a better understanding of the sales processes that lead to pricing outcomes.
- The most effective confidence-builders you can provide that will help Sales hold the line.
- The problem with pricing training and the three types of training you should provide instead.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Leveraging Peer Pressure to Improve Pricing
This tutorial provides insight into salespeople's behavior and outlines an effective game plan for motivating your sales team to police themselves and close more deals at their target prices.
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Better Product Management for Better Pricing
In this on-demand webinar, learn how leading pricing teams are influencing the pre-market decisions that can increase pricing pressure and limit the prices you can command in the market.
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The Leading Edge of Customer-Specific Pricing
In this Expert Interview, Pete Eppele discusses current best practices and sheds light on what leading pricing functions are doing right now to manage and optimize their customer-specific pricing.
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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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