Enabling Sales To Support Value-Based Pricing

October 9th, 2019

Summary

Sales teams that lack knowledge about offering value and are used to selling through discounting may struggle to support value-based pricing if they lack pricing-specific enablement. Once an organization develops value-based pricing structures and price points, it must enable the sales team to support the new pricing, prior to its rollout. In this report, we outline four sets of key actions product, marketing, and sales must undertake to ensure the sales team is ready to support value-based pricing.

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