Array
(
)
        

CORE PRICING SKILLS

CORE PRICING SKILLS

CORE PRICING SKILLS: Price With a New Perspective

Customers do business with you for one reason – because your offerings drive greater bottom-line financial value to their businesses than alternative solutions. To understand the complete financial value of your offerings, pricing teams must move beyond relying solely on internal, historical data and add the “outside-in” perspective of key customers. The result is a complete assessment of the value you deliver to your customer’s business and the ability to set a price that reflects that value and, thus, that the customer will recognize as fair.

Adopting the customer’s perspective also enables you to create new solutions that solve emerging customer needs that they may not completely recognize. Often, this does not require developing new products – rather adding value-added services to existing solutions. When your internal teams understand how to drive improvement to your customer’s business, your entire organization can align around maximizing profits via reducing internal price negotiations, discovering hidden pricing potential and building strong partnerships with your key accounts. By removing the pricing ‘black box’ and providing the tools that enable sales to have meaningful value conversations with customers, you will improve price realization and build pricing integrity for your products in the market.

Attendees Will Learn:

  • How to build a map of your customer’s business
  • How to customize value messaging to key stakeholders
  • How to achieve price – value alignment
  • How to strengthen customer relationships via value conversations

LEVEL 100 COURSE | B2B AND B2C THEMED

TRAVIS UMPLEBY

Business Consulting Manager, Holden Advisors

View Bio

ELLEN QUACKENBUSH

Senior Value Expert, Holden Advisors

View Bio