Matrix Your Discounts

Overview

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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.

Syllabus

Choosing the Right Discount with a Weighted Matrix

In this module, you move from intuition-based discounting to structured decision-making by building and applying a weighted decision matrix. You will define deal criteria, assign meaningful weights, score multiple discount scenarios in Excel, and select a recommended option based on documented tradeoffs that you can clearly explain and defend.

Refining the Matrix After the Customer Decides

In this module, you analyze what happens when a customer chooses a different option than the matrix predicts. You will compare outcomes to assumptions, adjust weights to reflect customer priorities, and practice refining the matrix responsibly-treating deal outcomes as feedback to improve future discount decisions rather than as failures.