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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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Addressing Sales Productivity

Strategy Driven

In the B2B market space all sales leaders face similar issues and these centre on sales productivity. STRONGMAN© is a process which significantly reduces time wastage and improves sales productivity. You just finished reading Addressing Sales Productivity ! Salesforce Issues.

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. The reasoning follows that if businesses become the lowest-priced option in the market, they can beat their competitors.

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The Price Leaders Pay for Silence

Lead Change Blog

How much lost talent, energy, and productivity will a lack of encouragement cost you? 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?”. Have you ever thought those words yourself?

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How cloud is changing product management

Lead on Purpose

Guest post by Mauricio Prinzlau A product manager is generally considered to be leading the product, as if the product were a business by itself. The product manager holds responsibility for various aspects related to product management, including developing roadmaps … Continue reading → Product Management Team Building cloud P&L PaaS pricing requirements SaaS security

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Boost Profitability with These 5 Different Types of Price Segmentation

The Kini Group

Pricing is one of the most powerful levers to pull for margin growth. Unfortunately, many companies stop once they have profitable prices set for each of their products. The businesses that take a few extra steps and see these prices through benefit from even higher margins.

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Managing Pricing for Commodity Price Volatility

The Kini Group

Commodity prices are more volatile than ever, and business leaders are only getting more anxious about the effects on their business performance. Unfortunately, these fluctuations can move quickly, and staying on top of changing prices often requires a lot of work. Hold your prices.

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Crude Oil Prices: "Random"? Hardly.

Coaching Tip

Last week's shocking spike in crude oil prices is +12% and counting, the biggest one-week gain in five years. Media stories blame one culprit: the November 30 OPEC agreement to cut production. million barrels a day, less than 2% of daily global oil production.

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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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What is the Price?

Kevin Eikenberry

Consulting Speaking Training Products About Blog Home Blogs I Like Leadership Learning Subscribe What is the Price? That’s certainly one form of PRICE but it’s actually so much more. What about The Price of Happiness? The Price of Life?

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Garage-Industry: Manufacturing Your Own Products From Start To Finish

Strategy Driven

A lot of modern business have turned their focus away from factories overseas, opting to make their products closer to home. The very first step to taking a product to market is the design. A product needs to be immortalised on paper before it can be made.

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?

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. For companies with many customers, many products, and often millions of transactions a year, doing this efficiently feels nearly impossible.

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

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. Customers may come into your business for a generic product or service, and it’s what happens while they are there that can shape their loyalty.

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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

The Apple Watch’s Big Pricing Problem

Harvard Business Review

This product launch is unusual for Apple because it is offering a wide range of styles via a combination of options: two types of Watch case sizes (38mm, 42mm), three different Watch cases (stainless steel, aluminum, 18 karat gold), and a variety of Watch bands. 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?” Uncertainty pricing is a powerful driver of new sales.

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?

Mobile Learning Builds Knowledge and Productivity

Coaching Tip

Maybe you''re saving money by finding the gas station in your area with the lowest gas prices. Take a moment and think about how mobile technologies have improved your life. Possibily you''re staying in touch with family and friends by posting status updates and uploading photos on Facebook.

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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. It is not unusual for prices to change on sites like Amazon, Expedia, and Priceline several times a day.

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. What is Price Realization?

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. Producers carefully control production to try to match supply to demand. In reaction to this freeze, oil prices not surprisingly jumped 5%.

Pricing Is Not a Moral Issue


Ben Shapiro, my professor of marketing at Harvard Business School , taught me that pricing is not a moral issue. Or, what will our customers be willing to pay for shipping our products? When setting prices, don’t picture yourself as the buyer. 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.

5 Product Mix Enhancement Strategies for Margin Improvement

The Kini Group

Almost no product exists in a vacuum. It’s a part of both a broader product category and a part of a complicated network of transactions that lead to what is known as “product mix.”. As a result, you need to price each single product for maximum profit.

Gurus - Are They Worth the Price of Admission?

Building Personal Strength

Friday, November 19, 2010 Gurus - Are They Worth the Price of Admission? skip to main | skip to sidebar Building Personal Strength Helping people grow stronger for the challenges of work and life.

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.

Price Gouging and the Dangerous New Breed of Pharma Companies

Harvard Business Review

Sadly, Tony’s story is becoming an increasingly common and alarming refrain as countless patients, their insurers, and our health care system are literally paying the price. In many cases drug pricing justifiably reflects this investment.

Your New Hit Product Might Be Underpriced

Harvard Business Review

The odds are stacked against new products or services. We have diagnosed thousands of product failures over the last 30 years, and have found recurring patterns. Often new products are over-engineered with too many features, usually at too high a price.

Airlines’ New Basic Economy Fares Show the Power of No-Frills Pricing

Harvard Business Review

American Airlines and United Airlines recently joined Delta in offering passengers a lower-priced option to fly: basic economy. But in fact, rolling out a lower-priced, no-frills version is a powerful strategy that can deliver benefits to both companies and consumers in the following four ways: Defensive Precision Discounting. To fend off discount rivals, higher-frill companies often cut prices to remain competitive. Supporting a Price Increase.

Time Is Money: Top Tech Tools to Increase Company Productivity

Chart Your Course

For business owners facing a time crunch, the good news is that you can gain extra hours of productivity by using technology to save time managing many common chores. The most essential time management technology for increasing your productivity is calendar scheduling software.

Global Companies Need to Adopt Agile Pricing in Emerging Markets

Harvard Business Review

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? That would make his product unaffordable for most of his core customers, and they would almost certainly switch to his competitors’ cheaper alternative. Normally, MNCs raise prices in the emerging market, (e.g.,

How to Transform Your Sales Rebate Strategy From Problematic to Profitable

The Kini Group

Many reps don’t even try to close a deal without offering some kind of price concession. Price concessions should drive profitable sales growth, not an increase in sales volume at any cost. Sales reps should get sign-off for every single one they hand out to ensure price concessions don’t become a crutch in the sales process. Do certain ones resonate with a specific customer segment or product? Strategy 1: Hold List Price. Strategy 4: Conceal Pricing Strategies.

The Fine Line Between When Low Prices Work and When They Don’t

Harvard Business Review

Winning with low prices is not merely a game of math in which you stay one notch below the competition; it is far more a game of culture and attitude. It takes a special kind of company, from the CEO on down, to make a low-price position sustainable and profitable.

You’re Not Charging Enough For Your Services.

Rich Gee Group

Audio Production: $8,550. On-Site Production: $98,580. Oh by the way, the price doesn’t include any changes/additions, overtime, hosting, travel expenses, or technology. Raise your prices with chutzpah and the clients will line up at your door. Blog Business Coaching C-Level Career Coaching Tip Uncategorized Ways & Tips Charge Clients Fees Manager Pricing Promotion Raise Services Work

If Snap’s Strategy Is Building New Products, It Won’t Live Up to Its IPO Price

Harvard Business Review

Two elements of it have caught some attention: Snap’s statement that it is a “camera company,” and its intention to reinvest its revenues in developing new products that will take significant time and expense, but which it believes it can develop faster than competitors. Don’t Confuse Products and Platforms. Products and platforms are fundamentally different, but easily confused. In the digital era, platforms are typically more valuable than products.