The Pricing Practitioner’s Primer on B2B Sales
What B2B Pricing People Need to Understand About Salespeople and Sales Processes
[dropcap]T[/dropcap]o be most effective in B2B environments, pricing professionals need to learn as much as they can about their sales function. They not only need to understand what makes salespeople tick, they also need to have a working knowledge of the sales processes that are typically involved. In this on-demand webinar, you'll learn about:
- Key aspects of sales team structure and drivers of common sales behaviors.
- Changes in prospect behavior that create new sales and pricing challenges.
- A major shift in sales influence that pricing people need to be aware of.
- Crucial considerations for working with sales processes and systems.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
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Exposing the Truth About Value-Based Pricing
In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!
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Getting Them to Pay More
How you get your customers to pay more without having to handhold every single transaction? In this session, learn how to influence willingness-to-pay consistently, systematically, and at-scale.
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Getting Beyond Pricing to Make a Real Impact
To be effective in B2B pricing, you have to be able influence all of the different functional groups involved. This guide exposes how to influence the upstream decisions that can ultimately make or break your pricing efforts.
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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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