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Pricing & deals
Discount analysis
Measuring the gap between list price and what deals actually close at, by rep, segment, and quarter, and what the discount bought.
Owned by: Sales analystTest band: Sales analyst
The formula
Discount % = (List price − Sold price) ÷ List price
In practice
Plot discount against win rate. If deals at 25% off win no more often than deals at 10% off, the extra 15 points bought nothing but a habit.
The kind of thing the test asks
- List price $10,000, sold at $8,500. The discount is…
- Deals at 25% discount win at the same rate as deals at 10%. The right policy change is…
More in pricing & deals
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