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
-
Boosting the Pricing Team's Influence
How can a B2B pricing team improve results when they don't control all the cooks in the kitchen? How can they be heard when others don't have to listen? In this session, learn the science of influence and persuasion.
View This Webinar -
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.
View This Interview -
The Price Segmentation Self-Assessment
Simply answer the questions in this self-assessment (objectively) to gauge the likely quality, accuracy, and efficacy of your price segmentation model. You can assess overall quality, as well as pinpoint specific opportunities for improvement.
View This Tool -
Can You Benefit from Better Deal Management?
Horror stories of unprofitable or poorly managed deals seem to be all too common in B2B. In this guide by Elliot Yama, learn the common causes of bad deals and four signs that your deal management process is lacking.
View This Guide
