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Discounting – the Weak Link in Your Pricing Strategy for the Indirect Channel

How do you influence sales people when you don’t directly impact their compensation? This is an age-old struggle many firms have had with the indirect channel… The key we have found is to understand two key factors important to indirect...

How to Get Your Reps to Stop Discounting

Reps discount to make their number. Sometimes they discount because they believe it is the only way to close a deal, sometimes they discount because it is the fastest way to close a deal, but either way they do so...

Phase 10: Structured Discounting

PHASE 10: STRUCTURED DISCOUNTING Discount strategically to increase sales volume and average deal size. Discounting without a rationale or knowledge of the impact is not good. Discounting consciously for a purpose linked to your corporate strategy is good. Such discounts should be...

Deal Optimization—A Key to Business Survival During COVID-19

Even in normal times – and these are not normal times – deal optimization is an opportunity too-frequently overlooked by revenue and sales leaders. CEOs and CFOs see the negative impacts of poorly optimized deals on the P&L – when...

Your Pricing Strategy Is More Than a Plan for New Logos—Why Renewals Matter

At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your...

5 Reasons Why Your Pricing Vendor Needs Sales Expertise

Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a...

Want to Increase Selling Time? Harness the Power of AI-Driven Tools

Is your sales team spending too much time doing other things besides selling? Do you feel like you can’t ever focus on strategic objectives because you are too weighed down by a constant stream of ad hoc data requests? Do...

A Partner Strategy Without Sales Operations Alignment Is Destined for Trouble

Are Your Sales Operations Chaotic? It is a story told time and time again. As a Sales Operations leader in your organization, every day feels like an uphill battle. You have KPI’s to hit, and leadership is looking for results. However,...

Aligning Your Sales Team to Your Pricing Strategy

Start with Why, a book written by Simon Senik, touts that you can inspire action by getting people to buy into your purpose. The ‘why’ discussed in the book is philosophical in nature yet has practical application. He explains why...

Ending Sales Team Resistance to Your Pricing Initiatives

A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices”. “My customer...
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