Developing An Effective Global Pricing Capability
An Informative Conversation With Lynn Guinn, the Global Strategic Pricing Leader for Cargill
How do you develop and maintain a high-performance pricing function, covering over 150 billion dollars in revenue and operating in more than 100 different countries around the world? And how do you do it in an industry where supply and demand are affected by everything from insects and earthquakes to monsoons and mudslides? In this Expert Interview, we talk to Lynn Guinn, the Global Strategic Pricing Leader for Cargill, about developing and maintaining one of the most effective and truly consequential pricing capabilities in the world.
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Driving Strategic Decisions with Pricing Analytics
Most often, pricing analytics are only used to evaluate specific deals, identify pricing outliers, and measure price performance over time. But in the right hands, armed with the right questions, pricing analytics can serve a much more strategic purpose.
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Reducing the Friction Between Sales & Pricing
Some amount of "friction" between Sales and Pricing is expected. Too much, however, is counter-productive. In this on-demand session, we discuss dozens of ways to address seven root-causes of friction and conflict between the Sales and Pricing functions.
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How Many B2B Sales Teams Lack Negotiation Skills?
We wanted to better understand the extent to which B2B sales teams were taking steps to develop and maintain skills in negotiation. Explore what we learned in this Research Brief, complete with helpful charts and analysis.
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Understanding How B2B Pricing Is Different
It's dangerous to assume that the pricing principles are the same whether the buyer is an individual consumer or a business. This guide explains five important differences between B2B and B2C pricing and how you can use them to your advantage.
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Neutralizing the Sales Team's Excuses
Effectively Addressing the Top "Reasons" Sales Teams Give for Poor Price Execution
