The price is… er, ah, the price is ah…

Strategy Driven

The price of whatever you sell carries with it a discomfort for most salespeople. They’re hesitant to bring up the price because it’s the final element in completing any transaction – or so they think. Actually, price or fee or rate is a logical progression of a presentation.

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The Price Leaders Pay for Silence

Lead Change Blog

Yes, it’s their job in so much as they’ve made a commitment to your company – just like spouses make a promise to commit to one another. But This is Their Job! Have you ever heard a supervisor say something like, “Why should I have to encourage people? This is their job isn’t it?”.

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Trending Sources

3 Ways to Raise Prices: The Grand Slam of Your Pricing Strategy

The Kini Group

For some reason, today’s typical business wisdom is “decrease prices and gain share.”. Everyone’s advising companies to lower prices and then lower them some more. Once they capture a strong base of customers, maybe then they can raise prices later. Pricing

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How Top Pricing Managers Drive Profits: 6 Skills to Success

The Kini Group

As the world is flooded with more data, companies too are flooded with analysts. Included in this influx are the increasingly-important pricing analysts who push their companies to bigger profits. Pricing managers are in the tough position of having both feet in different worlds.

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How to Drive Strategies By Assessing Your Company Capabilities

N2Growth Blog

Every company has a set of capabilities that, when properly leveraged, can serve to devastate the competition. Here’s a simple framework that I use with clients to form their company capabilities profile. Pricing Options: What is the pricing strategy?

Small Companies Need Clear Values

Jesse Lyn Stoner Blog

Springtime reminds me of fruit trees and the power of values-driven companies – or more accurately – the cost of NOT being one. Small companies often think they don’t need to bother with things like mission and values – that those are things for large companies. It’s why our tree service company lost our business. They were very nice people, dependable and a good price. → Read More: Small Companies Need Clear Values.

How You Can Get Proactive About Margin Leaks Using the Pocket Price Waterfall

The Kini Group

How much price are you really keeping from each of your sales transactions? A percentage point lost here and there can add up to thousands – if not millions – of dollars of lost pricing revenue, which comes straight off the bottom-line. The pocket price waterfall reveals how to do this.

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Price negotiation: 5+1 ways to win with purchasing managers

Bernd Geropp

Price Negotiation with Purchasing! As a small business owner in B-to-B you may find yourself struggling during price negotiations. But watch out: Don’t believe the 3 myths for price negotiations with purchasing managers. Example: You are prepared to reduce your price by 2%.

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Differentiation’s Arch Enemy: Price

In the CEO Afterlife

Last year, EU regulators fined P&G and Unilever to the tune of $456 million for price fixing laundry detergents in eight European countries. Regional underlings do not orchestrate an eight country price cartel. Non-strategic’ was the pseudonym price aggression.

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Three Strategies for the Sales Organizations of Fast Growth Companies

Strategy Driven

After working with countless fast growth companies in numerous industries, some obvious patterns have emerged as the senior leaders are trying to scale their sales organizations quickly. We see companies take their top salesperson and make them a sales manager. This preserves the company culture and demonstrates the company’s commitment to personal growth. We see a lot of companies panic with an empty territory.

A Refresher on Price Elasticity

Harvard Business Review

Setting the right price for your product or service is hard. In fact, determining price is one of the toughest things a marketer has to do, in large part because it has such a big impact on the company’s bottom line. What is price elasticity? How do companies use it?

Great Engagement Doesn’t Have To Have A Big Price Tag

The Leadership Advisor

It is a Cincinnati based company that has various pizzerias located around the tri-state area. There is an employee at the company’s head office who has an absolute love for cooking. This didn’t cost the company a farthing. He did something personal on company time.

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The High Price of Ignoring Intuition

Your Voice of Encouragement

And the credit card company credited back the few charges that the thieves had time to make before I cancelled the card. In our last office space, I had a private door to my office off the main hallway.

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Market Basket and the Price of Vengeance

Modern Servant Leader

We know this by the thousands of employees, customers and other stakeholders protesting his dismissal from the role of company president at Market Basket. Arthur T. DeMoulas is a servant leader. However, according to most accounts, cousin Arthur S. DeMoulas and his side of the family seek vengeance against Arthur T. DeMoulas, for the perceived sins of his father. In fact, Arthur S.

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Supercharge Your Profitability Using the Price Waterfall Framework

The Kini Group

Every day you make complex decisions – which products and services to offer which customers, through which channels, for which prices. In fact, McKinsey estimates that 30 percent of the thousands of pricing decisions companies make every year don’t result in the best transaction price.

When Great Company Cultures Go to the Dark Side: 7 Signs Your Organization Is Headed in the Wrong Direction

The Empowered Buisness

Has the obsession to create a happy, engaged workforce gone toxic in your company? Is over-emphasizing positive thinking in your company’s culture, actually creating negativity without you even knowing it? The REAL Truth About Your Company Culture & Its Hidden Shadow Side.

A Message to Mylan’s CEO: Your Price Increase Wasn’t the Problem. Your Implementation Strategy Was.

The Kini Group

She’s enjoyed a 671% salary increase over the last decade while her company’s life-saving product, EpiPen®, has increased in price by 400% over the past five years. Did Mylan raise prices overnight, forcing buyers to scramble for cash? Why did prices go up? Pricing

Most Desired Trait by Companies Seeking Senior Executives

Great Leadership By Dan

Most Desired Trait by Companies Seeking Senior Executives is Ability to Motivate and Lead Others By 3:1 Margin, Motivational Skills Trump Performance "Price of Entry to Corner Office is Competence, But Measure of Success is Inspiring Others," Says IIC Partners NEW YORK, Feb. The price of entry to the corner office remains competency," said Paul Dinte, chairman of IIC Partners.

Satisfied Employees = Satisfied Customers = Profitable Companies

Great Leadership By Dan

When it comes to understanding how to balance the need to keep a sharp eye on the bottom line and keep a workforce fully satisfied and productive, some managers and companies seem to get it while others don’t have a clue. There’s a ton of research and surveys that prove the following: Satisfied employees = satisfied customers = profitable companies. Company #1: 20 Cents an hour. Company #2: The $2000 sales management training lesson.

Does Customer Experience Trump Price?

Women on Business

When you go into a business, what’s more important to you: price or the experience that takes place? While you may be thinking, “I lean toward experience, but it won’t matter if the price is beyond what I can afford.” There is a line that separates price from experience. If you’re loyal to a company, chances are you will pay a little more for something you could probably find cheaper somewhere else. A lasting customer experience definitely outweighs price.

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What Amazon Risks by Eliminating List Prices

Harvard Business Review

Welcome to Amazon’s bold new pricing initiative, which I’m calling the “In Jeff We Trust” strategy. The New York Times recently reported that Amazon is scaling back in mentioning list prices for products it sells. Pricing Competition Digital Article

Price Gouging and the Dangerous New Breed of Pharma Companies

Harvard Business Review

For 78-year-old Tony, 3,4 DAP — which can be obtained at low cost from compounding pharmacies or for free through a compassionate-use program supported by a small privately held company, Jacobus Pharmaceuticals — is a lifesaver.

The Apple Watch’s Big Pricing Problem

Harvard Business Review

That wide range of options results in a wide range of prices. But based on what I’ve read so far, I’d grade the Watch an A for ambition and a D for pricing strategy. Its pricing strategy, in contrast, will create major hurdles to long-term success. Marketing Pricing

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Price-Sensitive Customers Will Tolerate Uncertainty

Harvard Business Review

When I help a company with their pricing strategy, the typical first day of an engagement entails the client company’s vice president saying with a grin: “So, how are you going to help us raise prices?” Pricing

Staying Mobile – Advice For Running A Company On The Move

Strategy Driven

Don’t worry too much about the costs involved because prices have come down a lot during the last few years. The internet means anyone can start a company without requiring a physical address. You just finished reading Staying Mobile - Advice For Running A Company On The Move !

Store Brands Aren’t Just about Price

Harvard Business Review

More and more, I hear different twists of the same question from clients: Can emotion still influence buying behavior in world where the mobile internet, with real-time access to product reviews and price comparisons, is training consumers to shop purely on rational facts?

The Risks of Changing Your Prices Too Often

Harvard Business Review

Today’s technologies allow digital businesses (as well as a growing roster of traditional companies) to change prices frequently, even minute-by-minute in real time if they want to. How often should companies really change their prices?

What is Price Realization, and How Does It Impact Your Bottom Line?

The Kini Group

Companies are bombarded with pricing strategy advice constantly: “Increase your prices by 2%.”. Decrease your prices for your price-conscious markets.”. Unfortunately, even the best pricing advice rarely works for every single company. Pricing

Global Companies Need to Adopt Agile Pricing in Emerging Markets

Harvard Business Review

One day in December 2014, Sergey, the Russia general manager for a multinational consumer goods company, was up early in the morning, watching the ruble’s value slide by the minute. As the currency was crashing, he found himself facing a painful dilemma: either raise prices to recoup the losses and hit his annual target — set in U.S. But with the currency changing every day, how much of a price increase should he consider?

What You Need to Take Your Company into the Global Marketplace

Strategy Driven

A lot of people like to develop their companies into national brands. So many business owners are unsure how to take their companies to this coveted next level. These are just a few of the things necessary to take your company into the global marketplace.

A Quick Guide to Value-Based Pricing

Harvard Business Review

In my 15-plus years of working with companies & teaching courses on pricing strategies to MBA students, I have found value-based pricing (also known as “value pricing”) to be the most commonly discussed concept that’s also the most misunderstood one.

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What Low Oil Prices Really Mean

Harvard Business Review

Since the start of 2016, oil prices have swung between $27 and $42 per barrel, about a quarter of the 2008 peak crude oil price of $145. In reaction to this freeze, oil prices not surprisingly jumped 5%. So what could a decade of lower oil prices mean?

Why companies win by building relationships

Lead on Purpose

For too many companies, business-to-business (B2B) customer engagement is dismally low. In his article B2B’s Win by Building Relationships, Not Selling on Price , author Marco Nink gives the following insight on the importance of building customer relationships: Competing on price is a losing strategy, and Gallup research shows it’s an unnecessary one. The more a B2B company helps its customers perform, the more essential it becomes.

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Pricing Is Not a Moral Issue

CO2

Ben Shapiro, my professor of marketing at Harvard Business School , taught me that pricing is not a moral issue. I worked with one company recently that thought it was immoral to charge what it cost them in total for shipping and handling. Business General Pricing

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How Customers Perceive a Price Is as Important as the Price Itself

Harvard Business Review

Price wars have broken out in consumer industries around the world. Retailers such as ALDI and Walmart have used price to position themselves against traditional competitors in their markets, pinching margins all around. Financial asset managers have been out-price-cutting one another in exchange-traded funds in a bid to gain market share. telecommunications carriers now compete fiercely on price as they try to win new customers.

Why Do Companies Fail? – Some hints from Megan McArdle

First Friday Book Synopsis

So, why do companies fail? I don’t know which ones, and I don’t know all the whys, but there will be companies fail… In this the Atlantic article, Why Companies Fail: GM’s stock price has sunk by a [.]. A lot of them do, you know. And more will fail – some of them fairly soon. Randy's blog entries Joseph Michelli Megan McArdle Prescription for Excellence

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How Retailers Should Think About Online Versus In-Store Pricing

Harvard Business Review

One of the biggest questions faced by brick-and-mortar retailers today is whether prices should be the same online and in stores. Brick-and-mortar retailers have been struggling with pricing since Amazon’s inception, 23 years ago, so why is it so important to resolve this issue now? declines in comparable store sales in November and December, resulting in 10% and 15% stock price drops, respectively. Web prices can be lower to compete against aggressive e-tailers.

Hamilton’s $849 Tickets Are Priced Too Low

Harvard Business Review

” As a result, the producers of Hamilton are scrambling to find the right pricing strategy to handle demand. Estimates of the average resale price hover around $1,000 per ticket. A ho-hum, across-the-board price boost is a baby step in the right direction.

Cheap Drugs from Canada Won’t Reduce U.S. Drug Prices

Harvard Business Review

The general argument is that prices are cheaper (estimated to be 35% to 55% lower ), safety regulations are in place to ensure drugs aren’t tainted or fake, and transportation is easy since it’s located close by. The reason why pharmaceutical prices are relatively high in the U.S.

Creativity Meets Data Science: The Importance of Pricing for Marketing Professionals

The Kini Group

Pricing isn’t the most fun part of your job. Pricing is, however, one of your most important responsibilities. While crafting the perfect campaign headline is always much more interesting, it’s pricing that impacts your company’s bottom line fastest and most effectively.