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

  • Beyond the Hype of Marketing Automation Tools

    Marketing automation tools can be very powerful and beneficial. But are these toolsets really the answer to all of our lead generation woes? In this interview with Dan McDade, the author of The Truth About Leads, we cut through the hype surrounding marketing automation tools and discuss their proper role in lead generation.

    View This Interview

  • Avoiding Costly Mistakes in B2B Lead Generation

    Finding ways to improve lead quality and quantity can be a target that's constantly moving. This recorded training session exposes our latest research, highlights common lead generation challenges and what some B2B companies are doing to overcome them.

    View This Webinar

  • The One-Two Punch for Stickier Accounts

    In this Expert Interview, Rick Reynolds, the CEO of AskForensics, discusses a straightforward, research-based program for improving customer retention and account health.

    View This Interview

  • A Better Approach to Incentivizing Sales Behaviors

    In this expert interview with Giles House of CallidusCloud, we discuss how companies are moving beyond simply managing their incentive plans more efficiently and are now seeking to use their data to design compensation plans that are significantly more effective.

    View This Interview