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Developing Pricing People Into Business Leaders

Talking with Greg Preuer of Cooper Lighting About His Team's Intense, 48-Week Pricing Training Program

Greg Preuer provides insight into the training program that each of his team members must complete --- a training program that not only makes them great pricers, but also prepares them for leadership positions elsewhere in the company. In this interview, you'll learn about:

  • Why it might make sense to "grow your own" pricing people rather than hire people with pricing experience.
  • How technical pricing skills are just one part of the equation if you want to develop competent business leaders.
  • What you should consider and what you should expect when developing your own internal training programs.
  • How the proper cadence and sequencing of information can keep trainees interested, engaged, and learning.

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    As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. In this conversation with Lydia DiLiello, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.

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    To be effective in B2B pricing, you have to be able influence all of the different functional groups involved. This guide exposes how to influence the upstream decisions that can ultimately make or break your pricing efforts.

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