Managing the critical link between value proposition design and value engagement is what makes or breaks your value-based selling initiatives. In this article, the author takes a deep dive into the concept of value conversations.
In the current economic climate with increased cost of capital and sustained high inflation across global markets, it’s important for your organization to have an effective annual price increase process in place. As we enter the new year, now is the time to start thinking about your next annual price increase, as the authors explain.
Humans tend to give undue weight to the first piece of information they receive. In the context of B2B sales, this means that if a buyer is presented with a low price at the outset, it can anchor the entire negotiation to a lower price point. This can make it difficult for a seller to negotiate a higher price. In this article, the author presents three common scenarios in which customers anchor on a low price and provides strategies pricers can employ to combat this anchoring behavior.
As 2023 begins, many B2B companies are still experiencing the effects of the supply chain crisis that defined much of 2022. Unfortunately, there is no single one-size-fits-all solution to tackling the pricing implications of the current global supply chain crisis. However, by applying the pricing principles in this article, B2B companies can deliver better results in the near term and be better prepared for future supply chain challenges, as the authors explain.
This essay focuses on eight tips that will set you on a path to building organizational capabilities through an outstanding pricing team, which improves not only the bottom line but the combined abilities and contributions of each of the major functions in the organization.
In this article, the authors share their most recent B2B Pulse research, which shows how the shift to omnichannel has permanently changed sales and suggests what companies and pricers can do to adjust.
Machine Learning-based dynamic pricing allows B2B enterprises to better leverage opportunities and improve growth margins. However, certain factors must be taken into consideration for the model to work effectively. In this article, the author explores the growth potential, challenges, and pitfalls of B2B dynamic pricing, and outlines why, how, and when B2B dynamic pricing should be developed and employed for commercial excellence.
This paper is a reprint of Chapter 3 of the author’s most recent book – B2G Pricing - adapted for this Journal. B2G Pricing focuses exclusively on the nuances and specific tactics required in the area of business-to-government pricing.
The coronavirus crisis is affecting companies and the economy with full force. The consequences are multifaceted, from the increasing vulnerability of supply chains and the rising number of infections on production lines to added stress on sales teams, which must react to rapidly changing market events. Adding agility to their pricing processes and price models can help companies reduce the impact of the crisis, as the authors explain.
A lot of executives in the B2B sphere are talking about wanting to achieve “price optimization.” Measuring pricing power at the customer and product level is very possible for businesses to achieve with a high degree of reliability. Just don’t fool yourself into thinking that this is B2B price optimization! What manufacturing and industrial businesses need is value-based pricing that uses sound pricing strategies and advanced analytics, as the author explains.