Those Pricing Exceptions Aren't What You Think
It’s easy to chalk up exceptions, workarounds, and overrides to rogue sales reps or errant customers short-circuiting the system out of selfishness, stupidity, or both. But here's why the easy answer is usually wrong...
When Pricing Should Stop Chasing Precision…
Pricing teams spend lots of time making their analyses more and more accurate. But at some point, we have to realize that precision is not the problem. Not really.
Pricing Teams Should Stop Waiting For Permission
Pricing is tired of being the discount police and the price-list keepers, cleaning up messes it never made. It's ready for a bigger role. There's just one uncomfortable reason that role keeps not showing up. Face the reason nobody says out loud.
Price Bands Work Even Harder Than Most Realize
We're big proponents of delivering start-target-floor price bands as sales guidance. Some of our reasons are pretty obvious. Others are a bit more covert.
How to Make Internal Pricing Negotiations Suck Less
Internal pricing negotiations will never be fun. But they suck much less when pricing practitioners embrace a handful of core ideas.
What If Your Pricing Plan Is Backwards?
Too many pricing groups end up "majoring in the minors" because they're getting the planning sequence backwards.
Is Your Pricing Strategy Still Your Pricing Strategy?
It's easy for pricing practice to drift far from your stated strategy. Here's what you should do about it -- and what you shouldn't.
