Getting Control of Discounting
How to Enable a More Disciplined and Deliberate Approach to Discounting
In B2B markets, negotiated discounts tend to be the norm rather than the exception. Unfortunately, this common practice can become a massive source of unexpected margin erosion when there's little rhyme or reason behind the price concessions. So how do we gain more control over discounting in the field? How do we make sure that the discounts are truly appropriate and warranted? And how do we do it all without alienating the sales team? In this on-demand webinar, you'll learn about:
- Adopting a more productive perspective on the role of discounting in the pricing process.
- The foundational structures that help ensure discount levels are relevant and market aligned.
- The performance metrics and incentives that reinforce consistent application over time.
- How to navigate the organizational dynamics and minimize internal conflict and strife.
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
-
Exposing the Power of Price Elasticity in B2B
Price elasticity is incredibly underutilized and often misunderstood. Barrett Thompson explains the nature of price elasticity in B2B and how you can use it to set better prices with far less risk.
View This Interview -
Seven Strategies for Boosting Margin Dollars
It's good to have a few strategies close at hand that are effective at boosting margin dollars without a lot of time and effort. This video guide explains seven simple solutions that can make a big difference to profitability.
View This Guide -
Generating Cost-to-Serve Automagically
Creating accurate cost-to-serve estimates can be more difficult than people anticipate. In this tutorial, learn how to reduce the time and effort required to estimate the indirect costs of serving different customers.
View This Tutorial -
Getting the Top Job in B2B Pricing
How do you become a Vice President of Pricing at a multi-billion dollar B2B company? A great first step is to get some advice from someone like Dick Braun, the Vice President of Strategic Pricing at Parker Hannifin.
View This Interview
Come Join Our Next Webinar
Making Sense of AI for B2B Pricing
Cutting Through the Hype to Deliver Tangible Pricing Performance Gains
