Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

Neutralizing the Sales Team’s Excuses

Effectively Addressing the Top "Reasons" Sales Teams Give for Poor Price Execution

When we sidestep the rules or fail to do what's expected of us, it's just human nature to look for explanations beyond what might be perceived as personal shortcomings or self-serving expedience. And when it comes to pricing, a typical sales team can come up with all sorts of rationalizations for ignoring guidance, skirting rules, missing targets, and giving up margin. Sometimes, these reasons are actually legitimate. All too often, however, they're nothing more than excuses or "bushes" to hide behind. In either case, Pricing needs to be able to address them. In this on-demand webinar, you'll learn about:

  • The common "explanations" that get thrown around when price execution is sloppy and guidance is ignored.
  • How to tell the difference between a legitimate reason, a symptom of a deeper root-cause, and just a CYA excuse.
  • The most effective and diplomatic ways to push back should fingers start pointing in your team's direction.
  • Strategies and tactics for anticipating the go-to rationalizations and neutralizing them before they take hold.

This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • 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.

    View This Interview

  • Using The "Measurement Effect" to Improve Margins

    When it comes to finding problems or failings with pricing and discounting, the sales department is a prime target. But the relatively simple effort of getting your own house in order can have a positive influence on pricing outcomes.

    View This Tutorial

  • Powerhouse Pricing Teams

    In B2B, dedicated pricing teams are still a relatively new development. And as such, there are no long-standing rules for how everything should work. In this on-demand webinar, explore the common traits, characteristics, and behaviors of successful pricing teams that have been around longer than most.

    View This Webinar

  • The Fundamentals of Pricing Intelligence

    In pricing, it's easy to feel like you're making decisions in a vacuum. But there are many powerful sources of pricing intelligence you can leverage. In this on-demand webinar, learn how to design and implement systems for tapping into those sources of intelligence and how best to respond.

    View This Webinar