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.
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Tackling Sales Comp to Drive Pricing Excellence
In this expert interview, Bob Vezeau, the Vice President of Strategic Pricing at WestRock, discusses his experiences redesigning the company's sales compensation platform to better align with pricing excellence.
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Being An Internal Pricing Consultant
For pricing functions in B2B, frustration and conflict seem inevitable. But learn how a "consulting" mindset and approach can make driving improvement in B2B much easier...and far less frustrating.
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Pricing Pilot Programs
How do you get your company to accept new pricing approaches while maximizing your odd of success? In this session, learn how to leverage pilot programs and in-market trials to accelerate your progress.
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Dynamic Price Segmentation
How to Model and Capture Profitable Differences in Willingness-to-Pay
