Pricing Best Practices, Research Reports, Training Courses and Webinars

PricingBrew

Subscriber-Only On-Demand Webinar

Already a subscriber? Login

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

Getting Sales To Sell the Value

Keeping Your Value Pricing Efforts from Falling Apart in the Last Mile

It's so frustrating. You've done the work to know that your offerings deliver more value than the alternatives. But the second there's the slightest amount of push back or hesitancy from a prospective buyer, your salespeople just cave in and start discounting that value away. So how do you change this dynamic? How do you reinforce your value in the marketplace? How do you get your sales team to actually "sell the value?" In this on-demand webinar, you'll learn about:

  • Checking your work to ensure that you've developed a rock-solid differential value case.
  • Making better use of marketing materials to prime buyers and influence value perceptions.
  • Addressing five conditions that need to be in place for reps to sell the value consistently.
  • Anticipating and overcoming the biggest sources of organization conflict and resistance.

This webinar 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

  • Boosting the Pricing Team's Influence

    How can a B2B pricing team improve results when they don't control all the cooks in the kitchen? How can they be heard when others don't have to listen? In this session, learn the science of influence and persuasion.

    View This Webinar

  • Dealing with Pricing Complexity

    How much complexity is enough to boost pricing performance and results? And how much is too much for the organization to handle and execute? In this session, we explore how to strike the right balance.

    View This Webinar

  • Proving the Value of the Pricing Function

    Executives understand the value of functions like sales, marketing, and finance---but pricing often has to justify their very existence, over and over again. In this recorded training seminar, learn how to demonstrate the results and metrics that can earn you a seat at the big table.

    View This Webinar

  • Getting Started in B2B Pricing

    This 8-part course focuses on the critical concepts that B2B pricing professionals need to know. Whether you're trying to figure out where to begin or just want to ensure everyone on your team understands the fundamentals, this course can help.

    View This Tutorial