Working With the C-Suite to Improve Pricing
Veteran Pricing Professional Lydia DiLiello on How to Work More Effectively with the Executive Management Team
A common refrain amongst B2B pricing people is that their executive management just doesn't get it. And as a result, the C-suite doesn't provide the level of support for pricing improvement that is warranted. In this conversation with Lydia DiLiello, a pricing practitioner with decades of experience, you will learn about:
- How executive management tends to view pricing in the overall scheme of things and in-relation to other issues.
- Using better ways to package and present your pricing information and proposals to executive management.
- How to minimize perceived risks around your pricing recommendations and make it easy for execs to say "yes".
- Developing the "soft" skills that can make you more effective and help you avoid getting typecast as an analyst.
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
-
The Right Way to Manage and Enable Change
How do you encourage, enable, and manage organizational change when the deck is stacked against you? In this in-depth interview, Scott McAllister and Suraj Mohandas share the quantifiable benefits of effective change management and expose the essential steps that are required to get it right.
View This Interview -
Creating & Managing a Pricing Governance Team
Pricing is often the culmination of many decisions made by many different groups across the company. In this guide, learn to embrace the inter-connected nature of pricing in a B2B environment by giving stakeholders a voice.
View This Guide -
The Pricing Practitioner's Primer on B2B Sales
To be most effective in B2B environments, pricing professionals need to learn as much as they can about their sales function. In this on-demand webinar, learn more about aspects of sales people and processes that can affect pricing performance.
View This Webinar -
Developing Better Relationships with the Sales Team
Sales and pricing will rarely see eye to eye. Greg Preuer, Director of Pricing at Cooper Lighting, shares his experiences on how he's been able to work more effectively with the sales team.
View This Interview
Why Subscribe?
When you join your peers and become a PricingBrew Journal subscriber, you get immediate access to this interview as well as all of these other features:
- Training WebinarsDozens of on-demand webinars covering crucial pricing topics with new webinars every few weeks
- On-Demand LibraryA searchable library of hundreds of concise guides, tutorials, cases, assessments, and research reports
- Expert InterviewsLearn from others in pricing who’ve “Been There and Done That” through our Expert Interview Series
- Help DeskAsk our team of analysts for advice, insights, and perspectives on your specific pricing challenges