Pricing to Win: B2B Sales Negotiation 

Build a sales force that protects profit on every deal

Pricing to Win is built for execution. Every module requires sales reps to apply the material to their real accounts and active opportunities, so the learning turns into action in the field, not just completion of another course.

Why Take this Course?

Even the best sales teams face gaps when it comes to pricing. Many haven’t been trained in margin math, don’t fully grasp the Power of 1%—how small price moves drive big profit impact—and lack practical tools to handle objections without straining relationships.

The result is margin left on the table. This course closes those gaps by equipping sellers to protect value, defend profit, and win deals that work for both sides.

Who Is This Course For?

  • Account executives
  • Sales managers
  • Sales enablement teams
  • Commercial leaders
  • Anyone who’s ever been told “your price is too high” and needs a better answer

What Will You Learn?

Margin Math for Sellers
Yes/If Negotiation Strategy
Defend Without Discounting
See how small price moves change profit, and spot margin erosion in real deals
Trade with a repeatable give-get approach instead of defaulting to discounts
Handle pushback with confidence and keep price anchored to value
Buyer Type Frameworks
Economic Value Selling
Margin Leak Identification
Identify who you’re negotiating with and tailor pricing language to what they value
Quantify ROI versus alternatives and shift the conversation away from price
Pinpoint where margin leaks in your deals and build a plan to stop repeat leakage

Turn Training Into Real Deals and Real Results

Applied Homework on Real Deals
Leadership Visibility
Actionable Insights That Pay Back Fast
The course includes required exercises that translate concepts into real deal preparation and account planning, grounded in your team’s customer reality
Responses are captured and reported out, giving sales leadership visibility into buyer dynamics, deal risk, planned concessions, and negotiation strategy across the team
Teams finish with buyer types and planned gives and gets you can use in upcoming negotiations and account planning. The program delivers immediate ROI.

Delivery and Access – FAQs

📌 Is there homework?

Yes. Modules 1, 2, 3, and 5 include required exercises built around your actual accounts and recent deals. Module 4 is different, it is a hands-on Excel module where participants work through companion Excel workbooks and examples.

📌 What outcomes should we expect?

By the end, your team has usable account-planning inputs for the next 12 months, grounded in real accounts and deal history, including:
  • Specific price-move opportunities with estimated annual dollar impact
  • A clearer view of where switching costs, willingness to pay, and deal context create leverage
  • A ready-to-use buyer type map and give-get plan for top accounts

📌 How is Pricing to Win delivered?

Pricing to Win works best over five weeks, one module per week. Reps complete each module and the required work first, then sales leaders facilitate a weekly discussion to review homework and connect the concepts to real customer situations.

📌 Is this just another training course where people “check the box”?

No. The course is designed around producing specific outputs that can be used in real negotiations, not passive content consumption. The exercises require account names, deal examples, and quantified impact, which makes it hard to coast and easy to put into practice.

📌 How quickly does it pay for itself?

The exercises identify near-term price moves, quantify the cost of margin leaks, and build give-get plans for top accounts, which typically creates actions that can be implemented immediately.
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