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
-
Getting Your Salespeople to Price Better
Chances are, the behavior of your salespeople will ultimately determine whether pricing strategies are effective or not. In this on-demand training seminar, learn proven approaches and strategies for getting your sales team to price and discount far more effectively.
View This Webinar -
How Many B2B Sales Teams Lack Negotiation Skills?
Recently, we conducted a PulsePoll to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.
View This Research -
Seven Signs Your Sales Strategy Stinks
How can you tell if your sales strategy is really going to be effective? This diagnostic provides a straightforward self-assessment to help you evaluate the quality of your sales strategy.
View This Diagnostic -
Aligning Sales Ops to Business Strategy
How do you ensure that your sales operation and the overall business strategy are properly aligned? And what do you do when there's a disconnect?
View This Webinar
Come Join Our Next Webinar
Managing Risk in Sales Ops
How to Be More Proactive About Mitigating Real and Perceived GTM Risks
