Can You Benefit from Better Deal Management?
Elliot Yama of Apttus Provides a Simple Guide to Evaluating the Gaps in Your Deal Management Process
Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. The salesperson that gets a big bonus for providing a huge discount to win a deal... The unwitting sales team that ends up bidding against themselves... The sneaky rep that hits quota and earns commission by cherry-picking the low-margin products. These kind of things shouldn't happen...but they do. In this guide you'll learn:
- The common root cause that many deal management horror stories can be traced back to.
- The characteristics that tend to separate the strong performers from the weaker ones.
- How a large part of the solution is in giving your sales team additional deal guidance and confidence.
- Four questions you can ask to quickly assess the state of your company's deal management practices.
This guide is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
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 -
The Fundamentals of Effective Subscription Pricing
With subscriptions, the first order is just a fraction of the business you hope to get over time. So how do you do get the pricing right? In this recorded webinar, learn the processes, practices, and measures that can boost subscription pricing effectiveness.
View This Webinar -
Identifying & Capturing Profitable "Quick Wins"
It’s always good to have a few simple strategies close at hand for boosting margin dollars without having to expend a lot of time, effort, or money. In this three-part recorded training session, we discuss and explain 15 "quick win" strategies and tactics that have proven effective for others.
View This Webinar -
How Technology Can Pay You & Your Company
A successful pricing technology initiative can do wonders for your company's bottom line as well as the trajectory of your career. In this tutorial, learn the 4 key steps to take and the 5 land mines to avoid.
View This Tutorial

Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this guide 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