Identifying and Eliminating Over-Discounting
Jared Wiesel of Revenue Analytics Shares Effective Strategies and Tactics
Combatting over-discounting is a perennial hot topic among B2B pricing groups. It seems that no matter how much we've already done and no matter how many steps we've already taken, we don't want to miss anything that might prove to be effective. And frankly, people are always figuring out new things and there's always more to learn. In this Expert Interview, we talk to Jared Wiesel of Revenue Analytics about his work helping mid-market companies identify and eliminate unwarranted and unearned discounts.
This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Step-by-Step Competitive Analysis for Strategic Pricing
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Suffering from a Costly Case of Sticker Shock
In B2B environments where discounting is habitual, it's easy to think that your list prices don't really matter all that much. But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
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To help guide your decision about where to locate a dedicated Pricing function in your business, we've compiled this reference table outlining four typical locations, the rationale for each location, as well as the top pros and cons that have been reported.
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