Here Are Just Some of The Expert Interviews Available
Stop Being Afraid of Procurement
In this interview with Chris Provines, author of "Selling to Procurement", get an inside look at the goals and tactics of the purchasing people who are working so hard to get your salespeople to give up margin.
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.
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.
Considerations for Pricing Through Channels
How do you get your arms around the various players in the channel and manage the links in the distribution chain? In this interview, we discuss channel pricing with Peter Maniscalco, a Senior Manager of Pricing at a major IT Products and Services company.
Leveraging the Power of Price Segmentation
In this Expert Interview, Paul Parsons discusses his experiences helping a number of distributors and manufacturers leverage the power of segmentation to boost their margins and profits.
Are They a Price Buyer or a Poker Player?
It's easy to assume that when a buyer says they need a lower price, they really mean it. But making the wrong assumption can be very costly. Nelson Hyde explains how to tell when a buyer is bluffing.
Exposing the Truth About Value-Based Pricing
In this Expert Interview, Stephan Liozu discusses what it really means to practice value-based pricing in a B2B environment. And here's a hint --- there's a lot more to it than many would have us believe!
Getting to the Right Number
In this Expert Interview, Walter Paczkowski shares his perspectives on the challenges and opportunities he's identified in his work using advanced quantitative techniques to set better prices.
Exploring the Future of the Pricing Profession
Pricing is a specialized function and it can be difficult to get a read on the health and status of where the field is headed. Kevin Mitchell of the Professional Pricing Association provides his perspectives on the state of the pricing profession.
How to Tackle Trade Tariffs
In this insightful conversation, Sean Arnold helps us sort through the issues and understand our options when addressing the latest addition to our list of pricing challenges: trade tariffs.
Exploring Four Different Types of Buyers
To win a negotiation without giving up too much, it's important to understand who's on the other side of the table. This interview with Nelson Hyde teaches you about four types of buyers --- how to identify them and how to deal with them.
Are Revenue Management and Pricing Different?
Some practitioners will use the terms "revenue management" and "pricing" interchangeably. In this expert interview, Amit Aggarwal, the Executive Vice President of Revenue Management at iHeartMedia, helps explain the differences and why they matter.
Finding Your Path Toward Pricing Improvement
An insightful conversation with Andre Weber of Simon-Kucher & Partners about pricing improvement in B2B.
Questions & Answers with Reed Holden
A godfather of the modern pricing practice talks to PricingBrew about the “hidden” challenges in B2B pricing.
Creating More Powerful Sales Proposals
An interview with Reuben Swartz about how to create sales proposals that win more business at higher margins.