Author: Stephan Liozu

In this article, the author explores the pressures pricers and salespeople often face that lead to excessive discounting and customer concessions. Stephan Liozu (www.stephanliozu.com) is Assistant Professor in Management in Strategy at Chatham University in Pittsburgh, PA. He is also the Founder of Value Innoruption Advisors and specializes in disruptive approaches in innovation, pricing and value management. He earned his PhD in Management from Case Western Reserve University, is a member of the PPS Board of Advisors, and can be reached at sliozu@gmail.com. This article originally appeared in Sales Mastery.

The Pricing Advisor, May 2016

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