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...

Using a Cost-Plus Mindset to Your Advantage

How One Company Improved Profitability Without Changing Their Team's Cost-Plus Pricing Behaviors

In a B2B environment, an entrenched cost-plus mindset can be a huge obstacle when people get into the habit of using a flat percentage markup to set or quote prices, with no regard for the nature of the product, the needs and values of the customer, or the circumstances of the deal at-hand. In this case study, you will learn about:

  • Devising a strategy when your back is against the wall and the "right way" just isn't an option
  • How effective pricing can be a secret weapon when you need to increase revenue and margin
  • An unusual way to "trick" a sales team into pricing better without the resistance and pushback
  • The right and wrongs ways to deal with internal politics and weak senior management teams

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

  • Leading Edge Account & Territory Planning

    Sales planning is often perceived as not much more than tactical busywork. In this on-demand training session, you'll learn how innovative sales operations are taking a radically different approach to identify untapped growth opportunities and develop prescriptive account and territory plans.

    View This Webinar

  • How Customers Evaluate a Price

    We'd like to think that customers are always rational when they consider the price on a deal...but they aren't. In this guide, Mark Dresdner exposes eight factors that play an important role when a potential customer evaluates a price.

    View This Guide

  • Survival Strategies for Raising Prices

    In this on-demand training seminar, learn why some B2B companies struggle with price increases while others are able to do it with far less pain and angst. What are leading companies doing differently to execute price increases with far less risk, conflict, and uncertainty?

    View This Webinar

  • Shift Your Customer Mix to Improve Performance

    In this video session, learn how to go about shifting the mix of customers you sell to on a regular basis to improve revenues, margins, close rates, and repeat sales…all at the same time

    View This Guide