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
-
Identifying and Eliminating Over-Discounting
Jared Wiesel of Revenue Analytics discusses his work helping mid-market companies combat over-discounting in the field.
View This Interview -
Anticipating Competitors' Pricing Moves
Your competitors' pricing actions (and reactions) add even more complexity to pricing. So what can you do to anticipate competitive moves and prevent them from spoiling your pricing efforts?
View This Webinar -
Revamping Sales Comp to Improve Pricing
In this on-demand webinar, you'll learn about the pros and cons of various approaches for infusing pricing performance into your sales compensation plan to reduce unnecessary discounting and boost profitability.
View This Webinar -
Seize the Pricing Opportunity Before Others Do
In this conversation with David Bauders, the Founder and President of Strategic Pricing Associates (SPA), you'll glean insights and tips from his experiences working with hundreds of distributors and manufacturers.
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