Using The "Measurement Effect" to Improve Margins
How Getting Your Own House in Order Can Have a Positive Influence on Pricing Outcomes
When it comes to finding problems or failings with pricing and discounting, the sales department is a sitting duck. But before you go pointing fingers, it's good to ensure you have your own house in order--not just because you want to avoid potential backfire, but because you're also likely to see other positive effects. In this tutorial, you'll learn:
- Why the "Measurement Effect" can start having a positive influence on pricing and discounting behaviors in the field.
- The key to leveraging this effect with your sales team and the 3 critical approaches that can push them into action.
- The metrics you'll want to have in place before you get started and other important things to keep in mind.
- How other companies have been able to use this powerful effect to there advantage--some by accident.
This tutorial is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
The Fundamentals of Effective Pricing Analysis
In this on-demand training webinar, we share the fundamental concepts and principles behind effective pricing analysis, expose the critical building blocks that need to be in-place, and walk through a basic pricing analysis example to pull everything together.
View This Webinar -
Closing the Skills Gap in Sales Negotiations
In this Expert Interview, Jason Levinson discusses the latest methods and innovations in negotiation training for salespeople. Closing the negotiation skills gap is not a hard as you might think!
View This Interview -
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 -
The Fundamentals of Price Structure
In this on-demand webinar, we explore ten different approaches for structuring your prices to align to customer needs and priorities---from bundling, add-ons and multi-part prices to volume schedules, surcharges, and more.
View This Webinar
Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this tutorial 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