How a “Top Salesperson” Gutted a Pricing Initiative
Learn to Avoid the Mistakes One Company Made When Implementing a New Pricing Technology
We all know how important it is to get Sales on-board when pursuing a pricing technology initiative, right? And we all know what can happen when we don’t, right? Well, if you have any doubts, this case study will make things abundantly clear:
- Why sales adoption can wane months, or even years, after a "successful" pricing technology implementation.
- How to diagnose underlying problems and root causes by stepping back and asking different questions.
- How misaligned reward and recognition systems can have a number of costly unintended consequences.
- How to leverage data and differences in internal behavior and performance to influence management.
This case study is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
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Timing Your Pricing Actions for Success
The timing of your pricing actions can greatly influence how those actions are perceived and received. In this Express Guide, learn how to time your pricing actions to minimize conflict and maximize acceptance.
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The Functional Area Cheat Sheet
A quick overview of the common ways different internal groups can have an effect on pricing outcomes and suggestions for how you might be able to diplomatically help them help you.
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Why Pricing Initiatives Fail
In B2B, some pricing initiatives just don’t work out as planned—they either struggle to produce worthwhile results or they fail outright. So, how do we avoid making the same mistakes that have derailed other initiatives?
View This Webinar -
A Better Approach for Pricing Configured Products
In this Expert Interview, we talk to Jared Wiesel of Revenue Analytics about how to get beyond basic markups to improve and optimize the pricing of configured products.
View This Interview
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Pricing and Offer Design
How to Boost Price Realization By Crafting More Compelling Offers
