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...

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.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • The Fundamentals of Sales Segmentation

    Segmentation is critical for anyone using data to analyze and improve their sales operation. In this session, we explore the key concepts of effective segmentation and discuss different types of models that are useful.

    View This Webinar

  • Building a Better Sales Pitch

    How do we arm our sales teams with the most effective messages possible? How do we ensure our messages will actually cut through the clutter, differentiate our offerings, and move the sales process forward?

    View This Webinar

  • The Fundamentals of Effective Pricing for Sales Operations

    Most Sales Ops teams are unable to contribute to pricing and discounting in a meaningful way because they lack pricing knowledge. In this on-demand webinar, we cover the fundamental pricing concepts that Sales Ops teams need to understand.

    View This Webinar

  • Making Change Happen

    How do you get an organization to move away from the status quo and actually embrace doing things differently? How do you foster true adoption, as opposed to merely forced compliance? Given the organizational dynamics involved, effective change management requires a more strategic approach.

    View This Webinar