Let's Talk Pricing Podcast

Robert Ribciuc by Professional Pricing Society

Salespeople always seem to ask for discounts. Do we really need to approve them? They are told to sell value, but if they don’t even know what value means, how can they? Let’s talk with Mark about how we can help salespeople win more deals, at HIGHER prices.

The value-based pricing model as well as the respective tools like conjoint analysis are still building on the assumption that customers behave like the famous ‘Homo economicus’ – perfectly informed selfish and rational decision makers with stable preferences. In other words, value-based pricing is leaving significant margins on the table, as it is not really capturing the psycho-logics and predictable mistakes in human purchase decisions. Behavioral Pricing is equally well equipped to develop an optimal pricing strategy as it is to provide appropriate tools to actually execute it. Besides helping to design more profitable pricing strategies, it will also help to minimize the famous clash between pricing and sales when strategy hits practice at the end of the day.

We are living in a period characterized by inflation and volatility. Over the past year, the increase of commodities and business expenses have put a strain on the bottom line. This problem is exacerbated by the fact that customers are struggling with the same input cost shifts and seismic changes in demand making it difficult to simply pass on cost increases. Through practical examples, participants will be armed with a blueprint of how to take immediate action.

Configure, Price, Quote “CPQ” is a business process supported by software technology and includes much more than just what the names suggest. It is an old methodology from the 1970’s that has become a hot topic today. It is not just the software, it is a total business process approach. If you want to learn how CPQ works, what it really means and why it is the most powerful tool for any corporation please join us for this podcast. As an added bonus, we will cover how to avoid the major pitfalls inherent in CPQ as well. Learn more about Lydia Di Liello, CEO and Founder, Capital Pricing Consultants: http://capitalpricingconsultants.com/

Most pricing professionals agree that they are not using rebates effectively, because it makes their pricing strategy overly complex and the permutations and combinations on rebates themselves become unmanageable. Simple questions such as, what rebate is a customer eligible for – or is likely to become eligible for – based on their performance, in a month, quarter, or year –are all too hard to answer. Enter- Machine learning. When pricing and rebate management processes are seamless and intelligent, rebate offers can become increasingly sophisticated, deal margin visibility will improve, and corporate financial proformas will become more accurate.

Businesses face unprecedented pricing pressure as a direct result of sophisticated procurement organizations. Pricing, sales and finance leadership across all industries are engaging in challenging negotiations with highly trained procurement professionals. This course provides specific actionable negotiation strategies, as well as examples and tactics to refute even the most difficult procurement group. Help your sales, pricing and finance teams up their game and capture more of the value that they deliver to their customers.

Diversity, inclusion, and equity matter deeply to businesses, but even more to the pricing function. How can equity drive smarter pricing decisions and grow your bottom line? In our latest Pricing Podcast, Hillary Gretton, MBA, CPP, Associate Director, Commercial Data Strategy with Greenwich Biosciences is sharing how she approaches Human Capital in Pricing. Check it out here. Would you like to hear more and ask Hillary your questions about Human Capital in Pricing? Join us for the 2020 PPS Virtual Summit on March 4 to hear even more and ask your questions live. The Summit is By Practitioners, For Practitioners. Secure your seat today at pricingsociety.com.

Learn how to price complex systems by collecting competitive intelligence and determining accurate pricing. Avoid the dangers of cost plus pricing and understand the reasons for future cost increases. Differentiate cost and forecast in pricing to optimize bids and maximize profits.

Did you know that complex organizational structures can make or break your pricing journey? The navigation of these structures is a required skill. So how would you spend the first 6 months of a pricing transformation journey? In our latest Pricing Podcast, Stephan Liozu of Thales is sharing how he approached their transformation under his leadership. Do you want to learn more and ask Stephan your questions about Pricing Transformation? Join us for the 2020 PPS Virtual Summit on March 4 to hear even more and ask your questions live. The Summit is By Practitioners, For Practitioners. Secure your seat today! pricingsociety.com.