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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.

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