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.
More Subscriber-Only Resources From Our Library
-
Exploring the Future of the Pricing Profession
Pricing is a specialized function and it can be difficult to get a read on the health and status of where the field is headed. Kevin Mitchell of the Professional Pricing Association provides his perspectives on the state of the pricing profession.
View This Interview -
Building A Center Of Excellence Around Pricing
For many companies, the Pricing Center of Excellence model is finding favor over centralized pricing teams. This guide exposes the critical differences and steps to getting started with this popular model in your own organization.
View This Guide -
The Triangulated Competitive Audit Guide
The Triangulated Competitive Audit Guide provides you with a full reference list of the strategic questions you'll want to ask to gain a deeper understanding of your competitors and their motivations.
View This Tool -
Getting to the Right Number
In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.
View This Interview

Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this webinar as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges