Fixing the Root Causes Behind Rogue Salespeople
Paul Hunt, the President of Pricing Solutions, Exposes the Real Problems Behind Rampant Discounting in the Field
It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. But out-of-control discounting and high numbers of exception requests are often just symptoms of other issues. In this expert interview with Paul Hunt of Pricing Solutions, you will learn:
- Why so many companies believe they have a problem with their sales force...and why they are so often wrong.
- The two big problems that are often at the heart of rampant discounting and high numbers of exception requests.
- How to position changes to the underlying pricing architecture so that salespeople can recognize personal benefits.
- How to diagnose the real problems and get management support and buy-in for the necessary corrective actions.
This interview is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
-
Lowering the Cost of Customer Churn in B2B
It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.
View This Interview -
The Marketing Research Analysis Guide
The Marketing Research Analysis Guide will help you interrogate your marketing research findings to gain strategic insights and identify opportunities for truly meaningful action.
View This Tool -
Identifying Three Types of Customer Defection
In most B2B markets, your ability to stave-off defections and retain good customers is critical. This video guide explains how to identify the early signs of three costly types of customer defection and how to take action before it's too late.
View This Guide -
Targeting Your Most Profitable Prospects
In this tutorial, learn a six-step strategic process for increasing your odds of success in the marketplace by understanding which prospects you should target...and which ones you should avoid.
View This Tutorial
