Questions & Answers with Reed Holden
A Godfather of the Modern Pricing Practice Talks to PricingBrew About the “Hidden” Challenges in B2B Pricing
As a co-author of the original editions of “The Strategy and Tactics of Pricing”, Reed Holden helped create and define the modern pricing practice as we know it. In this interview, Reed shares some of his wisdom and insight from his many years of working with countless companies and clients.
- Why B2B companies almost always have a hidden pricing problem that really isn’t that difficult to find.
- The key insight that often creates an “Aha!” moment for many of the companies Reed has worked with.
- Why procurement tricks and tactics to get extra discounts are making it harder for pricing professionals.
- How many executives think they have to keep giving more discounts to survive...and why they're wrong.
This interview is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
-
Avoiding Mistakes in Customer Profitability Management
For most B2B companies, it's important to maximize the value of every customer you get. But customer profitability management is full of land mines that need to be avoided.
View This Guide -
Exploring the Root-Causes of Pricing Problems
An educational case study collection exploring seven instances where further investigation revealed that supposed pricing problems weren't really pricing problems after all.
View This Case Study -
Getting Beyond Pricing to Make a Real Impact
To be effective in B2B pricing, you have to be able influence all of the different functional groups involved. This guide exposes how to influence the upstream decisions that can ultimately make or break your pricing efforts.
View This Guide -
Avoiding the Top 10 Pricing Mistakes
You're going to make mistakes. But if you can avoid the biggest mistakes, you're definitely rigging the game in your favor. In this on-demand webinar, learn about the top 10 mistakes that other pricing groups have made along the way.
View This Webinar
Come Join Our Next Webinar
Future-Proofing Your Pricing Career
Adapting Skills to Thrive in a Rapidly Changing Pricing Environment
