A Survey of 1,700 Companies Reveals Common B2B Pricing Mistakes
Harvard Business Review
JUNE 7, 2018
It traced much of the cause to a mismatch between its sales incentives and pricing strategy. On average, large capability gaps exist in price and discount structure, sales incentives, use of tools and tracking, and structure of cross-functional pricing teams and forums. Insight Center. Data-Driven Marketing. Sponsored by Google.
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