pricing and sales

Article archives from the Pricing Pricing Society

Don’t Negotiate Prices if You Care About Your Customer Relationships

This article describes lessons learned from a pricing professional’s several ride-alongs with sales reps in many industries. Although these trips were all unique in many ways, there were a few important commonalities that re-shaped the author’s thinking on the role pricing should play in a sales relationship, which he summarizes here.

By |2022-03-24T16:36:06+00:00September 30, 2021|Pricing Articles|0 Comments

Scientific Selling

Stephan M. Liozu is Chief Value Officer of the Thales Group ( and Chief Marketing Officer of Thales Inc. in the USA. He is also an Adjunct Professor & Research Fellow at the Case Western Research University Weatherhead School of Management. He is a Certified Pricing Professional (CPP), a Prosci® certified Change Manager, and a Strategyzer Business Model Innovation Coach. He authored four books, Value Mindset (2017), Dollarizing Differentiation Value (2016), The Pricing Journey (2015) and Pricing and Human Capital (2015). Stephan sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. He is a Strategic Advisor to 360pi, The Kini Group, and PriceSenz.

By |2023-10-22T19:07:30+00:00April 30, 2018|Pricing Articles, Scientific Segmentation|0 Comments

Five steps to sales excellence

In this article, the authors explore five key steps to sales excellence that will not only help you maintain pricing structure in the sales force but also increase profits and revenue through sales maturity. These steps cover sales strategy, market approach, sales structure, margin management and controlling/remuneration.

By |2024-02-17T18:41:40+00:00July 30, 2017|Pricing Articles, Pricing Strategy|0 Comments

Pricing Insights to Measure and Monitor Change

In this article, the author presents some basic analytics and reporting strategies that every pricing and/or sales operations team should use to identify and combat discounting cultures and to drive improved profits within their organizations. He also explains how to uncover the drivers of discounting and the effectiveness of an organization's profit improvement initiatives using a combination of waterfall analysis and Pareto analysis.

By |2023-11-05T20:26:22+00:00February 28, 2017|Pricing Analytics, Pricing Articles, Pricing Strategy|0 Comments
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