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Tag: PROS

Pricing News Daily > 7/21/14

Pricing News Daily > 7/21/14

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: Asia Pricing Professionals Asia Pricing Professionals (APP) is a not-for-profit community of pricing management practitioners. Our key objective is to raise the […]

Pricing for Brand Equity – Vodka | PROS

Pricing for Brand Equity – Vodka | PROS

The ability to price higher than your competition comes from having differentiated products. Your products must be better than your competitors’. When we think of positive differentiation, we usually think of what features we can build that our competitors don’t have (yet.) However, one very powerful “attribute” of a product that can create positive differentiation […]

Pricing News Daily > 7/16/14

Pricing News Daily > 7/16/14

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: Asia Pricing Professionals Asia Pricing Professionals (APP) is a not-for-profit community of pricing management practitioners. Our key objective is to raise […]

Free Money or Lost Money – Rebates in the B2B World | PROS

Free Money or Lost Money – Rebates in the B2B World | PROS

B2C rebates work because the same buyer who makes the decision also receives the rebate, which is often not true in B2B. A purchasing agent is typically evaluated and compensated based on the discount she negotiates for any item. Rebates are typically not calculated into these discounts because they’re not certain. So rebates are nice […]

Pricing News Daily > 7/11/14

Pricing News Daily > 7/11/14

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. Today’s Headlines The Worst Kind of Customer… | The Sales Hunter They bought on price, not on the solution you’re providing them. This low-price customer is now […]

Scientific Selling – Turn Your Sales Force Into ‘A’ Players | PROS

Scientific Selling – Turn Your Sales Force Into ‘A’ Players | PROS

Every year companies pour hundreds of millions of dollars into sales force training and development. Leaders expect that by continuously training their sales reps on negotiation, sales excellence, presentation skills and selling psychology they will dramatically improve their sales force effectiveness. To a certain extent they are right. But developing a sales force without proper […]

Pricing News Daily > 7/8/14

Pricing News Daily > 7/8/14

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. Today’s Headlines VIDEO: SALES TIP – Number One Way to Avoid a Discount | The Sales Hunter Do you really believe you can’t sell without a discount? […]

Scientific Selling: Deals That Close & Products That Sell | PROS Step Blog

Scientific Selling: Deals That Close & Products That Sell | PROS Step Blog

Scientific segmentation is a powerful approach that can transform your marketing strategy. In fact, your marketing planning process may well be revolutionized by some of the findings you uncover from your segmentation process. With a strong marketing position and an executable marketing mix strategy, the process can proceed to the next step: scientific selling. This […]

Pricing News Daily > 6/27/14

Pricing News Daily > 6/27/14

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. Today’s Headlines How to Succeed in Business by Bundling – and Unbundling | Harvard Business Review HBR: Bundling is often portrayed as being somehow customer unfriendly. And […]

The Role of Pricing in Defining Product Requirements | PROS

The Role of Pricing in Defining Product Requirements | PROS

The Pragmatic Marketing theme for this month is “Requirements.” As their pricing blogger, I wanted to write on how pricing should help when defining product requirements. Here are my thoughts. What are yours? Let’s start by defining “requirements” as what the product team gives the development organization to work on. These are the next features […]