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The Functional Area Cheat Sheet

How Other Internal Departments Influence Pricing and What You Can Do About It

The Functional Area Cheat Sheet provides a quick overview of the common ways in which different groups can have an effect on pricing outcomes, the deficiencies that are typically found in each area, and some suggestions for how you might be able to diplomatically help them help you.

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More Subscriber-Only Resources From Our Library

  • Pricing Process Improvement

    In this session, we discuss the critical differences between process types, how to use end-to-end process mapping for diagnostics and prioritization, pricing technology considerations, and common mistakes to avoid.

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  • Proving the Value of the Pricing Function

    Executives understand the value of functions like sales, marketing, and finance---but pricing often has to justify their very existence, over and over again. In this recorded training seminar, learn how to demonstrate the results and metrics that can earn you a seat at the big table.

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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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  • Building the Right Pricing Habits

    Our research has found that what sets true B2B pricing professionals apart is a powerful combination of ongoing behaviors and practices...habits that can be learned and developed over time.

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