Customer experience can absolutely be the competitive differentiator for your company. However, many companies don’t feel they’re getting the best business results from customer experience because of the costs of implementing CX. On the other hand, if you do it right, it will drive the positive impact you seek, as the author explains.
Gone are the days of 'pushing' banking products. With more data insights and new digital channels, the sales process needs to be personalized. Banks and credit unions should use digital tools to assist customers with their financial needs. This industry specific example provides valuable cautionary advice and best-practices that can be applied by pricers utilizing cross-selling techniques in multiple fields.
In this article, the author explores how recent high-profile incidents of overbooking cast light on the government regulations that affect pricing in the airline industry. This industry specific example has important lessons for pricers in all industries of how certain government relations and resulting pricing practices can strain relationships with customers.
In this article, the author explores how Uber’s recent high-profile issues with their tipping policy highlight two key pricing principles: one, provide clarity to customers on your price, and two, how you structure your price is important, including the details of how you process payments.
Banks cannot expect customers to be loyal purely for the sake of convenience. Customers know that they are doing their bank a service and expect to be rewarded. In this article, the authors explore loyalty schemes for banks to employ that will help them both retain higher levels of customers and also increase the revenue from this customer base. This industry specific example provides pricing strategies that can be employed in multiple industries.
One of the keys to implementing successful pricing strategy is equipping your sales team with the proper tools to communicate value to clients and prospects. It is critical for the sales team to focus prospects on the overall value of your product or solution, rather than focusing on price and equating value with discounts or “getting a good deal.” In this article, the author shares five chart formats that can help the sales team communicate value in prospect meetings.