Columbia Interviews Reed Holden More...

Reed Holden presents at Columbia’s Strategic Pricing Program   Click here to register. May 4-5, 2009

Solidifying your pricing strategy is crucial: It is the roadmap to greater profits and building customer relationships. But to move forward, your people need the tools and preparation to counter competitive undercutting and customer pressure with clear, confident pricing.  Holden Advisors helps you create this momentum with a range of training opportunities that can be tailored to your organization and unique marketplace demands.

Pricing with Confidence Seminar

Audience

Marketing managers, non-pricing professionals, new pricing professionals, sales managers. 

Objectives

In this session, attendees will learn:

• What pricing with confidence means and how to attain it

• How finance, sales, marketing and the pricing department can work together to make better pricing decisions.

• What costs are relevant to pricing and which are not

• How to negotiate with customers based on your goals

• How to gain more power and confidence in negotiations with customers

• Learn how to quantify your customers’ financial value and use it to improve your pricing power

• How to transform your organization from cost-based pricing to a more profitable, dynamic value-based pricing. 

Based on the book Pricing with Confidence: 10 Ways to Stop Leaving Money on Table, this seminar offers the chance for attendees to learn and discuss how to best apply the easy-to-understand 10 Rules of Engagement to achieve their company goals. Each rule offers steps managers can take to grow both profits and revenue in increasingly competitive and price-oriented markets.  Many action items can be implemented immediately!  

The attendees of the session will obtain these benefits for their teams:

• Collaboration and support for each of the sales and marketing peers

• Better pricing decision making at all levels of the organization

• Improved value propositions and more confident price negotiation skills

• Margin improvement through better management of discounts

• An action plan for sustainable pricing improvement

This session can be run as a one- or two-day seminar.  The two-day seminar includes breakout sessions where attendees learn to apply the principles of Pricing with Confidence  to real-time situations under the guidance of a leading pricing professional.  Results are actionable immediately. 

Selling With Confidence

Audience
Sales managers, account managers, sales ops, marketing managers, pricing managers

Objectives

• Improve pricing power at key accounts

• Create targeted account plans that employ a value-based approach to selling

• An articulation of your value at the account/prospect

• An analysis of the client buying center and likely buying behavior

• Create basic offering and pricing strategies

• Develop primary and secondary negotiation strategies

• Provide tools and techniques to effectively negotiate with customers based on your goals

• Transform the team away from "legacy" pricing practices to better pricing

The Selling With Confidence program trains account teams how to unleash the power of value-based selling strategies to gain pricing leverage during negotiations. Attendees learn to anticipate customer’s likely buying behavior and confidently apply the right offering, the right value proposition and negotiating technique to overcome price-oriented reactions.  Based on the book Pricing with Confidence: 10 Ways to Stop Leaving Money on Table, this hands-on seminar takes the attendees through an engaging discussion of the easy-to-understand and apply 10 Rules of Engagement. Each rule offers steps sales and marketing people can take together to prepare for tough negotiations, reduce reliance on discounting to close a deal, and outperform the competition.  The seminar is reinforced with hands-on, exercises that help attendees practice the application of principles with the guidance of an expert.  Many action items can be implemented immediately!  

Sales and marketing executives will obtain these benefits for their teams:

• Collaboration and support for each of the sales and marketing peers

• Better pricing decision making at all levels of the organization

• Improved and quantifiable value propositions

• Specific actions for salespeople working with accounts in the pipeline

• Improved price negotiation skills

• Marked improvement in cutting back on discounts to customers

Executive Workshops
Bringing discipline to your pricing and negotiation strategies and developing pricing power through differentiation is a process that requires consensus and executive sponsorship. These sessions brief your leaders on the concepts of Value Discipline, ignite discussion to gauge their appetite for creating and implementing a pricing strategy and process, and build consensus on a clear set of priorities. The workshop is geared to executives who must think ahead, set direction and drive change.

Pricing Workshops
Our ready-for-action workshops guide your team through the pricing process—from understanding your value to the customer to setting price strategy, metrics and models into place—or focus on specific pricing issues. These 4- to 6-hour sessions include review of relevant content, hands-on exercises using our proprietary tools, and individual homework between sessions. When sessions end, attendees leave with objectives, next steps and deadlines for real-life application activities.