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
-
How to Improve Your Sales Pipeline Analysis
Pipeline analytics is great for reporting on current performance, but it can do so much more. This guide outlines 12 strategies for improving deal probability, velocity and value across every salesperson in your sales operation.
View This Guide -
How to Gear Up for Growth
In this informative interview, sales effectiveness expert Michael Perla discusses a number of crucial strategic considerations that are often overlooked by sales operations in their tactical pursuit of growth.
View This Interview -
Can You Benefit from Better Deal Management?
Some companies close deals rapidly at the expense of margins and profit. Other companies protect margins and control discounting at the expense of cycle-time and close-rates. In this guide, you'll learn how leading companies are able to achieve the best of both worlds.
View This Guide -
The Anatomy of a Successful B2B Sales Analyst
What key competencies are most important for a sales analyst to have? This guide covers SellingBrew's research into the 21 most important attributes, skills, and capabilities for sales analysts to develop or possess.
View This Research
Come Join Our Next Webinar
Building the Right Sales Ops Habits
Learn the Behaviors That Separate the True Sales Ops Professionals from Everyone Else
