Best Practices & Research to Make Your Marketing Operation More Effective

Marketing Ops Journal

Subscriber-Only Expert Interview

Already a subscriber? Login

Subscribe and get immediate access to this interview, full access to our research library, and much more...

Fixing the Root Causes Behind Rogue Salespeople

Paul Hunt, the President of Pricing Solutions, Exposes the Real Problems Behind Rampant Discounting in the Field

It's all too easy to observe rampant discounting in the field and conclude that "rogue" salespeople are the source of the problem. But out-of-control discounting and high numbers of exception requests are often just symptoms of other issues. In this expert interview with Paul Hunt of Pricing Solutions, you will learn:

  • Why so many companies believe they have a problem with their sales force...and why they are so often wrong.
  • The two big problems that are often at the heart of rampant discounting and high numbers of exception requests.
  • How to position changes to the underlying pricing architecture so that salespeople can recognize personal benefits.
  • How to diagnose the real problems and get management support and buy-in for the necessary corrective actions.

This interview is just one of hundreds of educational resources you get access to as a Marketing Ops Journal subscriber.

Subscribe & Get Access

More Subscriber-Only Resources From Our Library

  • Attracting and Capturing Better Leads

    Clearly, lead generation is a top priority for most B2B marketing teams. In this on-demand webinar, learn about a number of strategies and tactics for maximizing the quantity, quality, and value of your sales leads.

    View This Webinar

  • Combating Competitive Pricing Pressure

    Pricing pressure is just a fact of life. But how well you handle that pressure can determine whether your business ultimately succeeds or fails. This guide exposes 15 ways to address (and prepare for) competitive pricing pressure.

    View This Guide

  • How to Develop Prescriptive Account Plans

    Learn a powerful 7-step process for growing sales from your existing customers. See how to identify growth opportunities and create the account plans that will capture them.

    View This Tutorial

  • How to Price New Products

    In this on-demand training seminar, learn about three common types of new products that pricing teams are likely to encounter, and explore the core strategies and processes for dealing with the realities associated with them. Hint: "Best practice" is not always realistic.

    View This Webinar