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

  • Lowering the Cost of Customer Churn in B2B

    It's not uncommon for 30-50% of a company's customer base to be in some stage of defection. We spoke with Javier Aldrete and learned the new approaches companies are using to recover the revenue they're losing to customer defection and churn.

    View This Interview

  • The Metrics Sales Leaders Should Be Managing

    You need to track and manage sales metrics, but which metrics are the most important? In this guide based on research from Vantage Point Performance and the Sales Education Foundation, Jason Jordan reveals the ones that really matter.

    View This Guide

  • How to Retain Your Key Customers

    When you lose business from existing accounts, the sales team must acquire even more new business to compensate. In this on-demand training session, learn about seven innovative strategies leading sales operations are using to minimize revenue attrition and customer defection.

    View This Webinar

  • How to Prevent Customer Defection

    In this SellingBrew research report, learn how leading B2B companies are protecting their future revenues and profits with innovations in customer retention and defection detection.

    View This Research