Leveraging Peer Pressure to Improve Pricing
An Effective Game Plan for Motivating Your Sales Team To Close More Deals at Their Target Prices
Who wants to be the pricing police? Playing bad cop all of the time can make an already-difficult job just that much more tedious and stressful. But what if there was a way to get salespeople to police themselves? In this tutorial, you will learn about:
- Key insights into salespeople’s behavior that lay the foundation for a “system of influence”.
- Infusing basic peer-pressure into the pricing guidance you’re providing your sales team.
- Turning better pricing into a competitive game—one that salespeople will hate to lose.
- How to use public recognition as a way to crank your “system of influence” up to eleven.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Pros & Cons of Different Pricing Locations
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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Visual Aids for Explaining Price Segmentation
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Getting the Top Job in B2B Pricing
How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.
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