Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

Subscribe and get immediate access to this webinar, full access to our research library, and much more...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Fixing the Causes of Rogue Salespeople

    It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. In this expert interview, Paul Hunt exposes the real problems behind rampant discounting in the field.

    View This Interview

  • Developing An Effective Global Pricing Capability

    In this informative conversation with Lynn Guinn, the Global Strategic Pricing Leader for Cargill, learn about developing and maintaining a high-performance pricing function in one of the largest and most successful agricultural companies on the planet.

    View This Interview

  • Breaking Out of Your Pricing "Box"

    Effective pricing in B2B often requires coordination between marketing, sales, product management, and even accounting. This on-demand training session exposes how to influence the other departments that can make or break your pricing efforts.

    View This Webinar

  • From Tactical to Strategic Pricing

    Some teams are so mired in tactical grunt work and daily firefights that they never make progress on strategic pursuits. How have other pricing teams transitioned into more strategic functions? What steps did they take?

    View This Webinar