Suffering from a Bad Case of Sticker Shock
How One B2B Reseller's Plan to Offer Deep Discounts to Corporate Buyers Backfired...Big Time
Some companies think that their list prices don't really matter all that much. To support this belief, they'll say things like, "We've never sold anything at list," or "Our customers always ask for discounts anyway." But before you conclude that list prices are inconsequential in your business, consider this case of a B2B reseller who just couldn't see what they were missing.
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
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Selling Your Sales Ops Initiatives
Even when your company is willing to invest in improved capabilities and infrastructure, you still have to sell your approach. How should you craft, package, and pitch your initiative to get the go-ahead from management?
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How to Improve Internal Deal Negotiations
The most costly deal negotiations often take place within the confines of our own organizations. In this guide, you'll learn the top 10 strategies for negotiating better deal outcomes with others inside your company.
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Recognizing Seven Deadly Targeting Mistakes
In this guide, you'll learn about the most common and costly prospect targeting mistakes that other B2B companies have made...so you can avoid making them yourself.
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Step-by-Step Competitive Analysis for Strategic Selling
How to use competitive analysis to identify actionable opportunities to gain strategic advantage, expose competitive gaps, provide differentiation beyond price, and reduce competitive pressures.
View This Tutorial
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How to Quote Big Deals
Balancing the Risks & Opportunities When Quoting Large Bids and Contracts
