S.10, Ep. 3 - How To Get the Salesforce to Listen To Your Pricing Guidance

This week, we look at an executional pricing issue: when your company offers pricing allowances and discounts to customers without discipline. Most companies don’t have a defined process for strategically deciding if and when to lower price. The end result is often that the “squeakier” customers — rather than the high potential ones — get lower prices. The team discusses how to bring tools and discipline to effectively enable a smooth transition from a strategic price to an executional “pocket price” in day-to-day pricing activities.

Om Podcasten

I am Tom Spitale, a Partner at Impact Planning Group - welcome to our Podcast! Along with my colleagues and Partners Mary Abbazia and Sean Welham, we are the authors of "The Accidental Marketer" published by Wiley. Through our book and our consulting practice, we help (mostly B2B) Accidental Marketers create unique and compelling strategies that differentiate their products and services from the competition. Our podcast addresses important B2B strategic marketing issues and is designed to help listeners maximize profits in their area of responsibility by creating, communicating and capturing (via pricing strategies) more value for customers than competitors do.