Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only Expert Interview

Already a subscriber? Login

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

Fixing the Root Causes Behind Rogue Salespeople

Paul Hunt, the President of Pricing Solutions, Exposes the Real Problems Behind Rampant Discounting in the Field

It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. But out-of-control discounting and high numbers of exception requests are often just symptoms of other issues. In this expert interview with Paul Hunt of Pricing Solutions, you will learn:

  • Why so many companies believe they have a problem with their sales force...and why they are so often wrong.
  • The two big problems that are often at the heart of rampant discounting and high numbers of exception requests.
  • How to position changes to the underlying pricing architecture so that salespeople can recognize personal benefits.
  • How to diagnose the real problems and get management support and buy-in for the necessary corrective actions.

This interview 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

  • Effective Pricing Through the Product Lifecycle

    This on-demand training seminar explores the conventional wisdom around lifecycle pricing, highlights some major flaws, and reveals what leading pricing groups are doing differently to price effectively throughout the product lifecycle.

    View This Webinar

  • Leveraging Price Testing

    What do you need to know about the state of price testing in B2B environments? Which methods are best? And more importantly, how can you leverage these powerful concepts in your situation?

    View This Webinar

  • Are Revenue Management and Pricing Different?

    Some practitioners will use the terms "revenue management" and "pricing" interchangeably. In this expert interview, Amit Aggarwal, the Executive Vice President of Revenue Management at iHeartMedia, helps explain the differences and why they matter.

    View This Interview

  • Making Price Increases Stick

    Rolling out a price increase is no guarantee that you'll actually get what you want. So how do you reduce the uncertainty and make your price increases "stick" to the degree you need?

    View This Webinar