Pricing Strategies Always Come Down to the Sales Team

I am amazed at times how pricing managers get caught up in strategies and analytics and seem to forget about where "the rubber meets the road". I'm referring to the people in an organization who are face to face with the customer on a daily basis and are often at the heart of executing price strategies.


Sales and Marketing Management magazine is featuring an article this month titled: "Be a Value Merchant, Stop playing pricing games". The article does a great job of using value a the key driver of pricing at the customer level. It helps you profile your salespeople to indicate the extent to which they sell on value. Very insightful.


The article also maps a process to help demonstrate and document superior value which is considered a rare commodity. Click here to see the full article.