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Getting Salespeople to Price Better

Proven Strategies and Insights for Getting Your Sales Team to Produce Improved Pricing Outcomes

Chances are, your salespeople are what stands between your pricing strategies and the customers you've developed them for. And as a result, the ability to positively influence the sales team is a critical success factor for pricing improvement. In this on-demand training seminar, you will learn:

  • How B2B pricing is unique as salespeople are involved and the positives and negatives associated with this dynamic.
  • The motivations and mindsets of different salespeople---what makes them tick, their strengths, and their weaknesses.
  • Ways to modify your own behaviors, actions, and understandings to be more effective in your interactions with sales.
  • How to view and improve the underlying systems and processes that influence the actions of the entire sales force.

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    Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.

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  • How to Crater a Market with Cost-Plus Pricing

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  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

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