Double Your Price Increase Success Rate
- March 7, 2017
- Joanne Smith
Is doubling or tripling your price increase success rate a viable goal? Here are some tips to achieve higher value. ...
May the (Sales) Force be with You: Best Practices for Pricing Execution
- March 23, 2016
- Joanne Smith
Are your sales representatives skilled Jedi Pricing Knights; guardians of profit maximization that balance the forces between price and volume?...
Relentlessly Question the Status Quo
- August 13, 2015
- Joanne Smith
What separates the best pricing strategist from the average? The willingness to ask the tough questions....
Is the Drop in Oil Prices Creating Customer Price Pressure in the Chemical Industry?
- March 17, 2015
- Joanne Smith
Setting oil prices amid industry-wide price decreases can be a challenge. How can you maintain a profitable price level while retaining customer loyalty?...
Is Driving Price and Customer Loyalty an Oxymoron? Part 2: Step-by-Step Methods
- August 13, 2014
- Joanne Smith
In my previous post, I demonstrated the direct correlation of price and customer loyalty. In this post, I will focus on the specific steps to drive...
Is Driving Price and Customer Loyalty An Oxymoron? Part 1: The Business Case
- July 29, 2014
- Joanne Smith
I often hear salespeople blame their under-performing customer loyalty and weak volume growth on price. They mistakenly believe they can only drive an improved customer e...
The Lifecycle of Pricing; from Weak to Great
- March 13, 2014
- Joanne Smith
We have to learn to crawl before we can walk, let alone run. If you want to be a professional sports player, it takes years of...
Pricing Organization: Partner or Police?
- February 26, 2014
- Joanne Smith
If I asked your marketing and sales organization whether they thought the pricing organization was more partner or more police, what would they say? If I...
Is There Ever a Good Time to Sell a Price Increase?
- September 24, 2013
- Joanne Smith
Whenever a sales executive asks me about the “best” time to implement a price increase, my quick answer is, “Right now!” Of course, after I say...