As a pricing professional, I always love to quote the study that a 1% improvement in price leads to 11% in operating profit, whereas a 1% increase in volume sold improves only by 3.3%[1]. If the business case for managing and improving price is so apparent, why don’t more companies do it? There are multiple factors why a price improvement… Read More

Pricing Priorities

Pricing Priorities: What is Really Worth Your Time?

Posted 23 Aug, 2017 | Posted in: Newsletter, Pricing | Tagged: , ,
Ellen QuackenbushWritten by Ellen Quackenbush

Ask any salesperson what their most valuable asset is, and they will answer instantly—my time. Great sales people are really stingy about this scarce asset, always asking “Is this the best use of my time?” before they engage with a prospect, set up a sales call, or respond to an RFP. In sales terms, they qualify the opportunity before they… Read More

Lately, we’ve had a lot of conversations with businesses that are ramping up “strategic pricing“. They’ve adopted more systematic approaches to pricing and have taken responsibility for setting prices away from salespeople. This transitions price away from the team worried about closing a sale to specialized pricing people who are worried about generating profits that meet company goals. That’s terrific…. Read More

Copyright: sifotography / 123RF Stock Photo

We meet and work with sales managers all over the globe and a question we are asked frequently is, “Why can’t my sellers close the deal?”  It is an important question to consider, but we must first establish a few assumptions. Sellers want to close the deal – it’s how they get paid and makes them feel great! Closing is… Read More

If Value Falls in the Woods

Posted 03 Mar, 2017 | Posted in: Pricing | Tagged: ,
Travis UmplebyWritten by Travis Umpleby

If a tree falls in woods, and no one is around to hear it, does it make a sound?  After listening to a presentation in which the speaker claimed value didn’t exist until the customer recognized it, I thought about this age old question a bit differently. Let me ask it again, but this time insert one key phrase: If… Read More

Your Customers Want You to Grow with Them…Just Listen!

Posted 11 Nov, 2016 | Posted in: Pricing | Tagged: ,
Saad ShahzadWritten by Saad Shahzad

Every company that we have worked with wants to grow. They set growth targets and communicate it to their shareholders. Achieving these targets can mean make or break for the organization. At times, we see companies become overwhelmed with options in their pursuit of growth and while under immense pressure from shareholders, seem to be standing still versus moving forward…. Read More