Challenges and Opportunities for Pricing Teams

Let’s face it—the moment of truth in pricing and sales is how well your sales force can negotiate and defend the prices you’ve set. Many organizations fall short of profit potential due to misalignment between price setting teams and price getting teams. In this session, we’ll dive deep to understand and navigate the intersection of pricing and sales to empower your commercial team to defend both price and value. Pete Morelli is a Vice President at Holden Advisors and leads the company’s sales consulting practice. He helps organizations gain clarity around the value they provide, with sales and negotiation strategies to win more deals at higher prices. Pete joins us with 20+ years of experience in procurement, sales and pricing transformation, and deal coaching.

Adnan Akbari, Senior Director of Pricing at Holden Advisors, is responsible for helping clients grow by realizing the full potential of their offerings. Prior to joining Holden Advisors, he spent the last 12 years of his career focused on growth initiatives within Fortune 500 companies including building pricing organizations, service offering development and sales strategy.