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.
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
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Effective Internal Marketing for Pricing Initiatives
Pricing initiatives don't happen overnight and organizational support can wane over time. Without some thoughtful planning, initiatives can end-up fading into the background. Learn the approaches two companies used to keep support and momentum going.
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Using Pricing Analysis to Drive More Growth
Pricing analysis capabilities are usually only focused on pricing. But pricing isn't the only thing the analytical processes and underlying data can be used for. In this on-demand webinar, you will learn how answering other powerful questions can increase your impact and internal profile.
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Getting Beyond Pricing to Make a Real Impact
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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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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