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PRICING BEST PRACTICES, RESEARCH REPORTS, TRAINING COURSES AND WEBINARS

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SUBSCRIBER-ONLY TUTORIAL

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SUBSCRIBE AND GET IMMEDIATE ACCESS TO THIS TUTORIAL, FULL ACCESS TO OUR RESEARCH
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FIVE STEPS TOWARD UNDERSTANDING SALESPEOPLE


HOW TO INFLUENCE SALESPEOPLE BY GETTING IN THEIR HEADS AND LEARNING WHAT MAKES
THEM TICK

A big part of pricing is influencing and motivating salespeople to price and
discount more effectively. If this doesn't happen, all your hard work can go
right down the drain as deals are being done in the field. But how do you
effectively influence and motivate salespeople? In this tutorial you'll learn
about:


 * Why it's important to understand how salespeople are wired and what makes
   them tick.
 * How thinking that salespeople are just motivated by money can backfire big
   time.
 * Five simple steps you can take to better understand their perspectives and
   situation.
 * Tricks to building rapport and positive influence with the sales team.

This tutorial 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

 * Tales from the Trenches in B2B Pricing
   
   Pricing improvement in B2B can be a messy affair. In this on-demand webinar,
   glean insights from ten cautionary case studies so you don't repeat the same
   mistakes and miscalculations.
   
   View This Webinar
   

 * The Negotiation Tactics Cheat Sheet
   
   Study and internalize these descriptions to better understand and identify
   many of the most common negotiation strategies and tactics your team will
   likely encounter in the field.
   
   View This Tool
   

 * 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
   

 * Working With the C-Suite to Improve Pricing
   
   A conversation with veteran pricing professional Lydia DiLiello about working
   more effectively with executive management.
   
   View This Interview
   




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   That” through our Expert Interview Series
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