Fighting Over-Discounting in the Field
Chaz Napoli Shares His Top Strategies and Tactics for Helping Salespeople Price More Accurately
Over-discounting in the field is a frustrating reality for most B2B pricing teams. In many companies, it happens hundreds or even thousands of times a year. Small customers will get big customer prices. New customers will get long-time customer prices. On and on, the instances of seemingly irrational pricing decisions being made in the field never seems to end. So, how do you prevent it from happening? In this Expert Interview, Chaz Napoli, the Chief Operating Officer at Insight2Profit, shares the strategies and tactics he's found to be effective through hundreds of customer engagements.
This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Managing Multichannel Pricing
In this on-demand webinar, you'll learn about market mapping, MAP policies, and other tactics and tips for minimizing the potential for channel conflict, reputational damage, and margin erosion.
View This Webinar -
Exploring the Future of the Pricing Profession
Pricing is a specialized function and it can be difficult to get a read on the health and status of where the field is headed. Kevin Mitchell of the Professional Pricing Association provides his perspectives on the state of the pricing profession.
View This Interview -
The Marketing Research Interview Guide
Categories and sample questions for developing effective marketing research interview guides. A robust and well-rounded interview guide can be constructed by just developing one question in each category.
View This Tool -
The Leading Edge of Customer-Specific Pricing
In this Expert Interview, Pete Eppele discusses current best practices and sheds light on what leading pricing functions are doing right now to manage and optimize their customer-specific pricing.
View This Interview

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