Pricing to Win: B2B Sales Negotiation for Distributors

Build a Pricing Playbook for Your Accounts

Sales teams use Pricing to Win to build a Pricing Playbook that delivers a structured, account-level assessment of pricing power, margin exposure, and negotiation levers across current customers. The training exists to enable the output. The output is what drives ROI.

What this is

Pricing to Win is not a traditional sales training course.

It’s a system that helps customer-facing reps apply pricing concepts to their own book of business and produce a Pricing Playbook leadership can coach from, roll up, and use for pricing planning. 

Every case, example, and exercise is built for how distributors actually sell: Thin margins, rebate programs, freight and terms pressure, and long-standing accounts that expect a deal. Nothing in it will feel borrowed from someone else's business.

Pricing to Win comes in three vertical editions. This is the Distribution Edition. Manufacturing and Software launch later this August.

Companies don't buy this to have reps watch videos.

They buy it to change pricing behavior and generate usable insight.

What your team produces

The Pricing Playbook

Across the course, each rep builds a Pricing Playbook for their accounts. At the company level, these roll up into a clear picture of where pricing is strong, where margin is leaking, and where future negotiation risk sits.

Each module contributes a specific piece:
  • Pricing Power Snapshot: Where price holds and where it gives in each account, plus a dollarized list of price opportunities
  • Customer Behavior Signals: How willingness to pay, the value behind your premium, and switching costs vary by customer
  • Margin Leak Audit: Where margin is being quietly given away and why
  • Negotiation Trade Plan: The buyer type in every account, and the gives and gets reps will use in future pricing conversations


A fifth, self-paced module builds the Excel fluency reps need to work confidently with their own account data.

This is not theory. It is built from your customers, your pricing, and your accounts.

How it works

  • Sales reps complete short video modules that introduce practical pricing concepts
  • Instead of generic exercises, reps apply each concept to their own accounts
  • Their inputs form a Pricing Playbook at the rep, team, and company level
  • Leaders review, coach, and reinforce the behaviors using the output
  • The Pricing Playbook becomes an input into account planning and ongoing pricing decisions


Reps invest about two hours per module: A 15-minute video lesson, an hour applying it to their own accounts, and a one-hour team review session. The four core modules total under 10 hours of selling time.

Training enables the work. The work produces the value.

Who this is for

Built for:
  • B2B Sales teams negotiating pricing with existing customers
  • Organizations that want better pricing decisions, not just better training completion
  • Leaders who want visibility into pricing risk and opportunity across accounts

Not a fit if you want:
  • One-off deal coaching
  • Pricing theory or academic frameworks
  • Passive, video-only training programs

Why Pricing to Win is different

Most pricing and negotiation courses focus on content consumption.

Pricing to Win focuses on output.

By the end of the program, you don’t just have reps who “know more about pricing.” You have a Pricing Playbook built from your customer base that your team can act on immediately.

The Playbook stays with the business. When accounts get reassigned, the record travels with the account, and it updates each year as the team refreshes the course.
Terms & Conditions   |   Privacy Policy   |   Cookie Policy
Copyright © 2026