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.
More Subscriber-Only Resources From Our Library
-
Building a Pricing Center of Excellence
Experts have long argued that centralized pricing is the ideal model for driving performance improvement. But these days, companies are finding success taking a different approach---the Pricing Center of Excellence.
View This Webinar -
Developing Better Relationships with the Sales Team
Sales and pricing will rarely see eye to eye. Greg Preuer, Director of Pricing at Cooper Lighting, shares his experiences on how he's been able to work more effectively with the sales team.
View This Interview -
Avoiding Five Margin-Killing MarCom Mistakes
A guide to common marketing communication mistakes that reduce your perceived value and pricing power.
View This Guide -
Communicating Pricing Concepts
In this session, we discuss a variety of strategies, tactics, techniques for helping others in your organization understand "enough" about crucial pricing principles and practices so that you can do what needs to be done.
View This Webinar

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