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
-
Pros & Cons of Different Pricing Locations
To help guide your decision about where to locate a dedicated Pricing function in your business, we've compiled this reference table outlining four typical locations, the rationale for each location, as well as the top pros and cons that have been reported.
View This Tool -
Building the Right Pricing Habits
Our research has found that what sets true B2B pricing professionals apart is a powerful combination of ongoing behaviors and practices...habits that can be learned and developed over time.
View This Webinar -
13 Unique Price Segmentation Attributes
When you identify meaningful segmentation attributes, you also uncover a source of competitive advantage. This research brief explores a variety of unique price segmentation attributes that companies in the PricingBrew Network have found to be important.
View This Research -
Avoiding the Pitfalls of Price Segmentation
In this expert interview, Barrett Thompson provides insight into the common problems and pitfalls to avoid when developing price segmentation models in B2B environments.
View This Interview
Come Join Our Next Webinar
Pricing for Profitable Growth
Delivering On the Growth Imperatives While Protecting Margins and Profits
