Can You Benefit from Better Deal Management?
Elliot Yama of Apttus Provides a Simple Guide to Evaluating the Gaps in Your Deal Management Process
Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. The salesperson that gets a big bonus for providing a huge discount to win a deal... The unwitting sales team that ends up bidding against themselves... The sneaky rep that hits quota and earns commission by cherry-picking the low-margin products. These kind of things shouldn't happen...but they do. In this guide you'll learn:
- The common root cause that many deal management horror stories can be traced back to.
- The characteristics that tend to separate the strong performers from the weaker ones.
- How a large part of the solution is in giving your sales team additional deal guidance and confidence.
- Four questions you can ask to quickly assess the state of your company's deal management practices.
This guide is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Promoting the Power of Pricing
In B2B, there are many other people affecting pricing outcomes, directly or indirectly. So how do you gain and maintain the organizational attention, support, and participation you need to drive improvement over time? It's easier than you may think!
View This Webinar -
Leveraging Price Testing
What do you need to know about the state of price testing in B2B environments? Which methods are best? And more importantly, how can you leverage these powerful concepts in your situation?
View This Webinar -
Boosting ASPs (Average Selling Prices) to Drive Profitability
The use of averages are as common in business as they are in sports. Average selling prices (ASPs), however, can hide a lot of profitable truths. In this case study, Peter Maniscalco reveals how one building materials company dug deeper to find profitable opportunities.
View This Case Study -
How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
View This Case Study
Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this guide as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges