EPISODE · Dec 10, 2021 · 20 MIN
S.10, Ep. 3 - How To Get the Salesforce to Listen To Your Pricing Guidance
from The Accidental Marketer Podcast · host Impact Planning Group
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.
What this episode covers
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.
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S.10, Ep. 3 - How To Get the Salesforce to Listen To Your Pricing Guidance
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