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Webcast/Video

Overcoming the Price Exception Quagmire

Overcoming the Price Exception Quagmire

In this Professional Pricing Society-hosted webinar, a key group of market leaders in the pricing community shared their insights, experiences and cases for how to overcome the price exception quagmire.

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Are the Hidden Costs of Poor Pricing Lurking in Your Business?

Are the Hidden Costs of Poor Pricing Lurking in Your Business?

In this Professional Pricing Society sponsored webinar Zilliant’s General Manager of Pricing Excellence Solutions, Barrett Thompson, dives into the process inefficiencies that could be costing you money, explains how they reverberate throughout the business and discusses best practices to correct those inefficiencies.

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Getting the Most Out of Your Digital Investments

Getting the Most Out of Your Digital Investments

In this NAW webinar, author Mark Dancer and Head of Regional Marketing for Newark Element14 Jeff Mills share best practices for developing a digital vision and getting the most out of your digital investments.

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Seven Signs Your Sales Team Needs Better Guidance

Seven Signs Your Sales Team Needs Better Guidance

In this short webcast, SellingBrew Editor-in-Chief Rafe VanDenBerg dives into the seven signs, or outcomes, you might see in your business that should make you question whether your sales team needs better guidance to help them meet your objectives.

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Stop Racing in a Blindfold

Stop Racing in a Blindfold

In this webcast interview, PricingBrew Editor-in-Chief Rafe VanDenBerg talks to author Jim about the central themes of his new book, including why measuring price sensitivity is so important, yet often elusive, and why setting differentiated prices at the micro-market level is so critical to capture the true value of your products and services in the market.

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Webcast: Best Practices to Close the Strategy-Execution Gap

Webcast: Best Practices to Close the Strategy-Execution Gap

This PPS webinar explains the challenges inherent in executing pricing and sales strategies in the field, how to move from descriptive analytics to prescriptive analytics, and how to give sales reps the action plan they need to sell more for more.?

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Video: SalesMax Overview

Video: SalesMax Overview

This short video provides an overview of SalesMax functionality and how it helps B2B companies reduce customer churn and improve organic growth.

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Crushing Quotas with SalesMax

Crushing Quotas with SalesMax

This short, animated video provides a real-world, if not a bit satiric, scenario that occurs when a sales rep is not hitting quota.

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Gamification in B2B Sales: Driving Adoption Through Action

Gamification in B2B Sales: Driving Adoption Through Action

This podcast offers up insights from Adam Hollander, CEO at Fantasy Sales Team, including best practices to make gamification a game changer.

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Best Practices to Gain Sales Rep Adoption

Best Practices to Gain Sales Rep Adoption

Chief among concerns for companies embarking on a pricing project are change management and adoption. Specifically, how to get sales reps to quote using the new prices, as success ultimately hinges on their decisions at the point of sale.

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Profitability Challenges in Building Products Distribution

Profitability Challenges in Building Products Distribution

Are you poised to take advantage of the growth potential in your industry or are you struggling to keep pace with your competition? In this 18-minute podcast, Glenn Colville, senior pricing consultant at Zilliant, sheds light on the approaches leading building products distributors leverage to drive smarter growth.

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Cramo Delivers Right Price to Customers, Lifts Revenue

Cramo Delivers Right Price to Customers, Lifts Revenue

When the economic downturn hit, Cramo quickly learned that the cost-cutting game was impossible to win. Watch this video and learn how Erik Bengtsson, Executive VP of Cramo Scandinavia, leveraged price optimization to boost rental duration and lift revenue 10 percent among customers in Cramo’s Right Price™ program.

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Lighting Provider Reveals Insight Worth Millions

Lighting Provider Reveals Insight Worth Millions

Managers at a major manufacturer of commercial lighting knew they weren't getting all the business they could from their existing customers. This short webcast reveals how one electrical manufacturer armed sales people with the actionable opportunities to close more deals, faster.

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Part 3 - UnleashWD Interview

Part 3 - UnleashWD Interview

We are living in disruptive times. In fact, 76 percent of wholesaler-distributors surveyed believe we are living in an environment we could call the “age of disruption.” In this three-part podcast series, Unleash WD founder Dirk Beveridge shares insights into how leaders in the industry are challenged by the constant pressures and how they are addressing them.

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Part 2 - Sales Benchmark Index Interview

Part 2 - Sales Benchmark Index Interview

Will your sales strategy land you in the outhouse or the penthouse? Creating a sales strategy that separates you from the competition is critical to success. Listen to Part Two of this two-part podcast series with Sales Benchmark Index for insights into how you can set a winning strategy..?

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Identifying Three Costly Types of Customer Defection

Identifying Three Costly Types of Customer Defection

Customers in B2B don’t abruptly stop doing business with you, it’s more common that they defect slowly in stages over time. This presents both a challenge and an opportunity. This six-minute webcast from SellingBrew discusses three types of customer defection and how you can spot them in time to correct course.

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Part 1 - Sales Benchmark Index Interview

Part 1 - Sales Benchmark Index Interview

Will your sales strategy land you in the outhouse or the penthouse? Creating a sales strategy that separates you from the competition is critical to success. Listen to Part One of this two-part podcast series with Sales Benchmark Index for insights into how you can set a winning strategy.

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Part 2 - UnleashWD Interview

Part 2 - UnleashWD Interview

We are living in disruptive times. In fact, 76 percent of wholesaler-distributors surveyed believe we are living in an environment we could call the “age of disruption.” In this three-part podcast series, Unleash WD founder Dirk Beveridge shares insights into how leaders in the industry are challenged by the constant pressures and how they are addressing them.

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Why Price Elasticity is Critical for Price Improvement

Why Price Elasticity is Critical for Price Improvement

Do you know how your customers will respond to a price change before you change prices in the market? Chances are that unless you understand your customers’ sensitivity to price, you are flying blind and taking a big risk. This on-demand webcast discusses how price elasticity works in the pricing process and provides a case study.

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Part 1 - UnleashWD Interview

Part 1 - UnleashWD Interview

We are living in disruptive times. In fact, 76 percent of wholesaler-distributors surveyed believe we are living in an environment we could call the “age of disruption.” In this three-part podcast series, Unleash WD founder Dirk Beveridge shares insights into how leaders in the industry are challenged by the constant pressures and how they are addressing them.

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Get the Outcome You’re Seeking: Price Optimization Buyer’s Guide

Get the Outcome You’re Seeking: Price Optimization Buyer’s Guide

Before embarking on a pricing initiative, it’s imperative to spend some time thinking about the outcomes you are seeking and the approach most likely to get you there. This Price Optimization Buyer’s Guide walks through some key considerations.

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An Organic Growth Tale: Why You Need a Predictive Approach

An Organic Growth Tale: Why You Need a Predictive Approach

Meet James, the VP of sales operations at an industrial distribution company. Despite his sales reps’ best efforts, organic growth stalled and customer retention rates were at a new low. He decided to send his sales reps customer churn and wallet-share reports each month to fix the problem. Watch this video to find out if his efforts boosted organic growth.

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Expert Interview Series Price Elasticity in B2B

Expert Interview Series Price Elasticity in B2B

When you don’t understand price sensitivity for a given customer segment, your risk of leaving money on the table or losing profitable sales significantly increases. In this podcast, three pricing experts take an in-depth look at the practical application of price elasticity in B2B.

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The Path to More Profitable Pricing

The Path to More Profitable Pricing

This on-demand Professional Pricing Society-sponsored webinar debunks conventional wisdom about pricing analytics and reveals how companies can ramp up their pricing practices through Rational Pricing.

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Whiteboard Video: A Tale of Two Distributors

Whiteboard Video: A Tale of Two Distributors

This is the story of two high-level managers responsible for pricing at industrial distribution companies. Both businesses were growing and becoming increasingly complex. Each manager was tasked with managing prices and hitting profit goals, but each took very different approaches to setting the right prices. This video reveals who came out on top.

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Truck Parts Distributor Drives Organic Growth

Truck Parts Distributor Drives Organic Growth

After a period of growth through acquisition at FleetPride, the leading U.S. supplier of heavy-duty truck and trailer parts, it was apparent that organic growth had stalled. This video reveals how prescriptive sales guidance led to more wins in the field and a 20 percent increase in revenue on a same-customer sales basis.

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Whiteboard Video: A Tale of Two Manufacturers

Whiteboard Video: A Tale of Two Manufacturers

This is the story of two high-level managers responsible for pricing at industrial manufacturing companies. Both businesses were growing and becoming increasingly complex. Each manager was tasked with managing prices and hitting profit goals, but each took very different approaches to setting the right prices. This video reveals who came out on top.

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Industrial Paint Manufacturer Overcomes Rising Material Costs

Industrial Paint Manufacturer Overcomes Rising Material Costs

Swings in raw material costs put this industrial paint manufacturer on a roller coaster when it came to margin performance. Historically, the manufacturer raised prices across all affected products uniformly and hoped for the best. But, with double-digit material costs increases ahead, that approach was no longer viable. This video reveals how the company found a way to overcome that deficit.

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Electrical Manufacturer Capitalizes on Complexity

Electrical Manufacturer Capitalizes on Complexity

Schneider Electric was facing an increasingly complex business environment that put the centralized pricing team in the position of making thousands of pricing decisions each day. This video case study demonstrates how predictive price guidance improved margin performance and put the company in a much better position to manage cost changes and meet customer expectations with respect to competitive prices.

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Flooring Manufacturer Gains Control of Prices & Profit

Flooring Manufacturer Gains Control of Prices & Profit

At the largest flooring products manufacturer in the U.S., an internal Six Sigma study of pricing performance revealed that more than 50 percent of sales orders were transacted below the lowest approved prices. The company was able to correct course with a predictive price initiative, which resulted in a more than 5.1 percent improvement in margin dollars across the pilot regions.

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How to Measure Anything

How to Measure Anything

Pricing in the B2B sector includes no small amount of complexity; B2B professionals are used to making decisions under uncertainty. One of the biggest challenges is often making decisions amidst uncertain circumstances. This webinar from Douglas Hubbard offers up a practical application to help mitigate pricing uncertainties.

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