Sales Operations Best Practices, Research Reports, Training Courses and Webinars

SellingBrew

Subscriber-Only Case Study

Already a subscriber? Login

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

How to Crater a Market with Cost-Plus Pricing

Learn How One Company's Lack of Strategic Pricing Capability Reduced the Value of an Entire Market by Over $1 Billion

Is cost-plus really just a weak approach where stronger approaches are available? Or can it be much more insidious and destructive than that? For one large manufacturer, cost-plus pricing was tantamount to malpractice. In this case study, you will learn:

  • Why product and manufacturing innovations so often fail to improve financial performance and competitive position.
  • How simplistic cost-based pricing approaches can spark pricing wars, destroy market value, and incite competitors.
  • How absurd pricing decisions can be rationalized as "sound pricing strategy" in the interest of gaining market share.
  • How one company reduced the value of an entire market by over $1 billion...and gained nothing for their efforts.

This case study is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Creating Content That Actually Works

    Content marketing is getting lots of attention, but it's easy to gloss over some crucial processes. In this on-demand webinar, you’ll learn about ten proven strategies for creating more effective sales and marketing content.

    View This Webinar

  • Selling Through Uncertainty

    As Sales Ops practitioners, we're expected to make weighty decisions with imperfect information. How do we "illuminate" the landscape a bit? What steps can we take to reduce the ambiguity, uncertainty, and risk?

    View This Webinar

  • Isolating the Impacts of Price, Volume, Cost and Mix

    Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.

    View This Tool

  • Identifying Your Value Along Five Dimensions

    You can't just hope prospects will pick-up on the compelling reasons to buy from you. In this guide, you'll learn the five dimensions of value that matter and over 50 potential value-drivers that can influence buying decisions.

    View This Guide