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Tag: PRICE REALIZATION

Pricer’s Points: Analytics for B2B Price Realization | Bhooshan Wabgaonkar

Pricer’s Points: Analytics for B2B Price Realization | Bhooshan Wabgaonkar

Warren Buffet famously said that “if you have to have a prayer session before raising the price by 10 percent, then you’ve got a terrible business”. However most businesses are facing an ever increasing pricing pressure, possibly due to lack of prayer sessions. The text-book answer to this situation is to increase value delivered to […]

Pricing Effectiveness | Pragmatic Pricing

Pricing Effectiveness | Pragmatic Pricing

Audit the quote to revenue path. You will likely find that in many cases the cash you actually receive from your customers is different from the price you quoted. This is free money if you simply clean up the process. We quote, customer places a purchase order, we ship and invoice, they send a payment. […]

Four Steps to Becoming Fluent in the Language of Pricing | bcg.perspectives

Four Steps to Becoming Fluent in the Language of Pricing | bcg.perspectives

Craft a pricing strategy that creates value. Admittedly, there is no silver bullet: formulating, communicating, and embedding a pricing strategy takes time. Yet almost all of the most fluent pricers we surveyed have put in place a well-defined and well-communicated pricing strategy that is fully aligned with their business strategy and objectives. (See “Pricing Fluency: […]

My Product Deserves its Price and Other Fallacies | Iterative Path

My Product Deserves its Price and Other Fallacies | Iterative Path

There are several things wrong with Turing’s approach to price realization. Thinking and saying the product deserves the price tag because of its value. No product deserves its price because we say so. Ignoring the value water fall – even if we can objectively show the value created by our product there are many factors at […]

Price expectations fall on soft demand | Inside Retail

Price expectations fall on soft demand | Inside Retail

Near-term price expectations have dropped sharply, with the current economic climate leading more businesses to reconsider the level at which they sell their goods and services. According to Dun & Bradstreet’s latest Business Expectations Survey, the Selling Price Expectations Index for the third quarter has dropped to 14.5 points, down from 24 points last quarter and to its […]

6 Steps to Follow to Sell at Maximum Price | The Sales Hunter

6 Steps to Follow to Sell at Maximum Price | The Sales Hunter

When we attempt to close the sale before getting answers to six vital questions, we will rarely  come close to getting maximum price. In fact, I urge you to look at these questions as your 6 steps toward maximum price! 1. Do you know 3 of the customer’s critical needs or desired benefits? Having the customer share […]

Pricing News Daily > 2/5/15

Pricing News Daily > 2/5/15

Pricing News Daily is a digest of top pricing strategy in the news, strategy expert and technology leader’s thought leadership, industry news and events, and resources for pricing professionals. This Edition is Sponsored by: Strategic Pricing Associates SPA is the leading provider of pricing analytics to 100′s of complex companies of all types: manufacturing, distribution, equipment, […]

Pricer’s Points | December 2014

Pricer’s Points | December 2014

The “Pricer’s Points” blog series provides a forum for pricing professionals to share their insights and experience. Our guest bloggers share their knowledge about specific product or industry challenges, geographic complexities, strategies, tactics, and technologies. This Edition is Sponsored by: Asia Pricing Professionals Asia Pricing Professionals (APP) is a not-for-profit community of pricing management practitioners. Our key […]

Follow These 5 Steps to Get Buyers to Pay Full Price | RainToday

Follow These 5 Steps to Get Buyers to Pay Full Price | RainToday

When push comes to shove—and often even before push comes to shove—salespeople often cave on price and offer discounts, regardless of the pricing model their companies worked hard to develop. This reflects an underlying lack of confidence in the value of their companies’ products and services. Sales leaders can prevent that and increase company profitability […]

Pricer’s Points: Boost your Profits with a Submarine Warrior’s Lesson | David Mok

Pricer’s Points: Boost your Profits with a Submarine Warrior’s Lesson | David Mok

The U.S. Navy’s nuclear submarine is one of the most modern, efficient and effective weapons in the military arsenal. Submarines are the cornerstone of the Navy’s conflict avoidance and resolution. Attack submarines or hunter-killers, which I served on, are specifically designed for the purpose of attacking and sinking other submarines, surface combatants and merchant vessels. Furthermore, […]