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Your pricing team can set great targets and recommendations for pricing moves, but success always comes down to sales’ ability to execute these recommendations. Each negotiated deal has the potential for the price to be dropped. Often it’s dropped unnecessarily or far deeper than needed. Additionally, when a business decides to raise price, the execution skills of business leaders, marketing and sales are critical for success. Too often price increases fall far short of expectations. Whether sales discounted price or were unable to increase price, the business assumes the competitive and market dynamics were not favorable when the real reason is often weak execution.
This workshop will cover proven strategies, best practices and tactics the business, marketing and sales teams need in order to successfully negotiate a deal with no or minimal price decreases and to effectively implement price increases. It will also cover the critical role of the pricing team in encouraging and guiding sales towards these best practices.
Attendees Will Learn:
LEVEL 300 COURSE | B2B THEMED
Joanne Smith is the author of The Pricing and Profit Playbook (Bradley Publishing – October 1, 2013), the President of Price