For some organizations, the COVID-19 pandemic has created a crisis, while for others, it has created market opportunities. For all, it has forced quick and difficult pricing decisions. Price gouging, price promotions and discounts, and dramatic price increases and decreases have all occurred within the first months of COVID-19 reaching the European and American continents. Which tactic to execute, if any, can be revealed through thoughtfulness and analysis.
In this article, the authors explore proven, successful strategies for discounting profitably in B2B industries.
"Do List Prices Matter?” How many times have you heard that? It is a rhetorical question which is making an oblique statement: “I don’t think list prices matter.” This is a problem which pricing people need to be able to address. This article aims to create a drawer statement for you to help educate your organization, and be a reference for Executives and Sales. Also, it will provide insight into some of the reasons why people ask this rhetorical question in the first place and help elevate the level of discussion about your business.