Using The "Measurement Effect" to Improve Margins
How Getting Your Own House in Order Can Have a Positive Influence on Pricing Outcomes
When it comes to finding problems or failings with pricing and discounting, the sales department is a sitting duck. But before you go pointing fingers, it's good to ensure you have your own house in order--not just because you want to avoid potential backfire, but because you're also likely to see other positive effects. In this tutorial, you'll learn:
- Why the "Measurement Effect" can start having a positive influence on pricing and discounting behaviors in the field.
- The key to leveraging this effect with your sales team and the 3 critical approaches that can push them into action.
- The metrics you'll want to have in place before you get started and other important things to keep in mind.
- How other companies have been able to use this powerful effect to there advantage--some by accident.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Tweaking Your Sales Strategy to Improve Prices
A well thought-out strategy can reduce pricing pressure and increase deal velocity. This guide explains how relatively small adjustments to your sales strategy in a few high-leverage areas can combine and compound to produce dramatic results.
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