Suffering from a Bad Case of Sticker Shock
How One B2B Reseller's Plan to Offer Deep Discounts to Corporate Buyers Backfired...Big Time
Some companies think that their list prices don't really matter all that much. To support this belief, they'll say things like, "We've never sold anything at list," or "Our customers always ask for discounts anyway." But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
This case study is just one of hundreds of educational resources you get access to as a SellingBrew Playbook subscriber.
More Subscriber-Only Resources From Our Library
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Using Peer Pressure To Improve Your Margins
Fixing poor pricing and discounting practices can seem futile. And playing bad cop isn't much fun. This tutorial shows you how to build a "system of influence" that gets your salespeople to police their own pricing and discounting behaviors.
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Building the Right Sales Ops Habits
What makes someone a Sales Operations professional? Our research has found that it's a powerful combination of behaviors and practices...habits that can be learned and developed by anyone, over time.
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Building Sales Ops' Credibility with Sales
Sales often views Sales Operations with skepticism and doubt. And as a result, they disregard our suggestions and ignore our recommendations. What can we do to get them to see us as a trusted partner and ally?
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Developing Prescriptive Account Plans
Learn a powerful 7-step process for growing sales from your existing customers. See how to identify exactly where growth opportunities are and create the account plans that will capture them.
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Digital First Sales Operations
Optimizing Sales Capabilities for the Modern Digital Landscape
