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.
More Subscriber-Only Resources From Our Library
-
How Marketing Automation Is Changing Sales
In this interview with Debbie Qaqish, we explore why marketing automation is becoming so popular and what the long-term implications are.
View This Interview -
Isolating the Impacts of Price, Volume, Cost and Mix
Using this straightforward tool, you can finally put an end to the second guessing and skepticism by isolating and quantifying the contributions of price, volume, cost and mix to period-over-period revenue and margin differences.
View This Tool -
Getting Sales to Sell on Value
Most B2B sales organizations are talking a good game about value selling. But beyond the talk, are they taking the right steps to make value selling a reality? In this expert interview, Julie Thomas discusses what it really takes to sell on value and generate significant results.
View This Interview -
How to Develop Real Competitive "Kill Sheets"
Competitive kill sheets are a great tool to help salespeople in the field. But most so-called kill sheets are nothing more than glorified competitive profiles. In this concise tutorial, learn how to develop real, strategic competitive kill sheets that highlight and reinforce the competitive differences that actually matter to prospects.
View This Tutorial
