When to Choose Profit, Revenue, or Both
Veteran Pricing Professional Lydia DiLiello on How to Balance Profitability and Revenue Objectives
As pricing people in B2B, we all have to deal with the "corporate schizophrenia" around revenue versus profit. Sometimes, it's all about growing bottom-line profits. Other times, everyone is focused on growing top-line revenues. And sometimes, the flip-flop can happen so quickly that it'll give you whiplash! In this conversation with Lydia DiLiello, a successful B2B pricing practitioner and consultant with decades of experience, we discuss how pricing teams can best deal with this oftentimes frustrating dynamic.
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
-
How a "Top Salesperson" Gutted a Pricing Initiative
It's important to get Sales on-board when pursuing a pricing technology initiative, right? But how important is it, really? In this case study, learn to avoid the mistakes one company made when implementing a new pricing technology.
View This Case Study -
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.
View This Interview -
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.
View This Case Study -
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.
View This Interview
