SPA Pricing Education, Analytics & Decision Making Tools Webinar Series

Tag: Bad Sales Pricing Practices

The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy | The Sales Blog

The Leadership Playbook: Allowing Your Sales Force to Change Your Strategy | The Sales Blog

Sale leaders underestimate just how much impact their sales force can have on the execution of their strategy. If you do not intend to lead with price, competing on price is a change of strategy. “But we are not competing on price,” you say, “We are competing on value.” This may or may not be […]

Poor Implementation Does Not Mean Your Strategy Is Wrong | Strategic Pricing Solutions

Poor Implementation Does Not Mean Your Strategy Is Wrong | Strategic Pricing Solutions

When the results achieved by a business are poor or less than expected, should the strategy be changed?  It is a question every entity wrestles with at some time, and typically the worse the results, the more there is a demand to change the business strategy or the pricing strategy.  Sometimes changing the strategy is […]

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

Uncovering Unauthorized Sales – A Pricing Podcast | Professional Pricing Society

In this #PricingPodcast, we talked with Whitney Gibson, a Partner at the Vorys, Sater, Seymour and Pease LLP law firm, and a knowledge expert on unauthorized sales, online. Whitney shared why businesses and consumers alike should be concerned with unauthorized sellers who sell diverted products. Sellers on eBay and other third party online marketplaces are causing many […]

What Beer Pricing Tells Us About Incentives | Strategic Pricing Solutions

What Beer Pricing Tells Us About Incentives | Strategic Pricing Solutions

Last month I attended two Major League Baseball spring training games with some long-time friends.  Of course, our experience included beer, because ball parks and beer go together so well. Buying the beers also reminded me that in pricing strategy, how you structure your prices is just as important as the prices you set. One […]

Pricing Strategy Simplified | Strategic Pricing Solutions

Pricing Strategy Simplified | Strategic Pricing Solutions

Setting pricing strategies can be complicated, but doing it well is essential to the success of your business.  In Wikipedia, you can find 23 different pricing models listed along with 9 laws of price sensitivity and consumer psychology.  Many companies consider that seeming complexity, and decide they would prefer to simply figure out their costs and […]

Winning the sale without dropping the price | MarketingDonut

Winning the sale without dropping the price | MarketingDonut

1. People’s beliefs are reality – to them The problem I see here is that I think you can be too expensive! One of my favourite sayings when it comes to sales (and pricing in particular) is that people’s beliefs are reality – to them. If someone says “that’s too expensive” it may be that […]

If You Think It’s Hard to Sell with a Higher Price, Try Selling a Low Price | The Sales Blog

If You Think It’s Hard to Sell with a Higher Price, Try Selling a Low Price | The Sales Blog

You may believe that one of the primary challenges you have when selling is your higher price. Because you invariably get questions around your higher price, and because you are continually compared with your lower-priced competitors, it’s easy to conclude that your higher price makes selling more difficult. This is categorically untrue. Your higher price […]

How to Avoid the Need to Defend Your Price | The Sales Blog

How to Avoid the Need to Defend Your Price | The Sales Blog

I’ve written a lot about defending your price. But I haven’t yet shared what you can do to not have to defend your pricing in the first place. What can you do to preempt ever having to have a conversation about lowering your price? Here’s the best recipe I know: Open opportunities and get there […]

The Only Way to Sell at a Higher Price Than Your Competitors | The Sales Blog

The Only Way to Sell at a Higher Price Than Your Competitors | The Sales Blog

There is only one thing that will allow you to successfully compete against lower prices. That one thing is the perception of greater value. Valued The impediment to higher prices is the perception of value. The question is what do you do to justify the higher price that your prospects perceive as something worth paying […]

How You Should Think About Your Higher Price | The Sales Blog

How You Should Think About Your Higher Price | The Sales Blog

I never speak to companies that have the lowest price in their category. Instead, I spend time with companies—and people—who have a higher price than their competitor’s because they create greater value. Some of the people who work for these companies are totally confident in their price and the value they create. They lead with […]