Matrix Your Discounts
By External Provider
About this course
Matrix Your Discounts is an intermediate-to-advanced course designed for sales professionals who already manage B2B deals and have hands-on experience with pricing, discounting, and internal approval workflows. In complex, multi-year deals, discount decisions often rely on instinct or pressure from stakeholders. This course helps you move beyond gut feel by introducing a structured approach to evaluating discount options. You will learn to build and apply a weighted decision matrix that evaluates discounts based on factors such as margin impact, deal term, and competitive pressure. Through short videos, applied readings, coach dialogues, hands-on Excel activities, and scenario-based assessments, you will practice using this framework to compare options, interpret results, and refine your approach when customer outcomes differ from expectations. By the end of the course, you will have a repeatable method for making clearer, more consistent, and defensible discount decisions in real B2B sales situations.
What you will learn
- Build a weighted decision matrix to evaluate discount options based on margin impact, deal term, and competitive pressure
- Compare and analyze multiple discount scenarios systematically to move beyond gut-feel decisions in complex B2B deals
- Apply a repeatable framework for making consistent, defensible discount decisions that withstand stakeholder scrutiny