Why Sales Teams Struggle to Hold the Line on Price

When sales teams lack confidence in the value they deliver, price becomes the fallback.
Reps drop the price to close the deal. Procurement controls the conversation. Value is left unspoken, and deal profitability suffers.
Sales often aren’t equipped with the structure, language, or commercial tools to protect price under pressure.

These workshops are designed to change that.
We develop practical pricing capability across Sales, Pricing, and Finance—so your teams can hold the line on price, lead with value, and drive more profitable deals.

When to Run This Workshop

You know it’s time to act when:

• Sales teams drop the price to close the deal
• Value propositions are weak, vague, or inconsistently delivered
• Price increases are resisted or poorly executed
• Commercial teams aren’t aligned on pricing execution
• Reps say, “We can’t charge more—we’re already too expensive”

This isn’t sales training. It’s a structured commercial reset—focused on execution, confidence, and margin protection.

What Your Teams Will Learn

Tailored to your commercial model, customer base and pricing maturity, the workshop addresses:

• Where Margin is Lost in the Sales Process
  And how to prevent it with the right structure, tools and behaviours.
• How to Sell on Value—Not Price
  Give your teams the confidence and language to shift the conversation.
• How to Defend Price in Procurement-Led Deals
  Equip reps with strategies to manage pressure without losing the deal.
• How to Build Commercially Sound, Credible Offers
  Design stronger deals that protect value and improve profitability.
• How to Execute Price Increases with Confidence
  Align internal messaging and deliver price moves that stick.

Designed for Real-World Impact

Workshops are built around your team’s environment, sales structure, and capability levels:

• Half-day, full-day or multi-day options
• Delivered in-person, virtually or hybrid
• Includes pre-work, tailored content and post-session follow-up
• Built for action—not theory

Commercial Capability Your Team Will Walk Away With

By the end of the workshop, your team will have:

• Clear insight into where and why margin is lost
• Practical tools to shift from price cutting to value selling
• Tactics to manage procurement without giving ground
• A structured approach to deliver stronger, more profitable deals
• Alignment across Sales, Pricing and Finance on how to execute

As one participant put it:
"We walked out with a pricing language we’d never used before. We now understand how to explain our value—and defend our pricing with confidence."

Ready to Strengthen Your Sales Team’s Commercial Edge?

If your sales team is stuck competing on price—or struggling to defend value—this is where the shift begins. Each workshop is customised to your business, pricing goals, and commercial environment.