Working With the C-Suite to Improve Pricing
Veteran Pricing Professional Lydia DiLiello on How to Work More Effectively with the Executive Management Team
A common refrain amongst B2B pricing people is that their executive management just doesn't get it. And as a result, the C-suite doesn't provide the level of support for pricing improvement that is warranted. In this conversation with Lydia DiLiello, a pricing practitioner with decades of experience, you will learn about:
- How executive management tends to view pricing in the overall scheme of things and in-relation to other issues.
- Using better ways to package and present your pricing information and proposals to executive management.
- How to minimize perceived risks around your pricing recommendations and make it easy for execs to say "yes".
- Developing the "soft" skills that can make you more effective and help you avoid getting typecast as an analyst.
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
-
Assessing Your Pricing Capabilities
While you might think your pricing capabilities are pretty good, how do you really know? How can you tell? In this on-demand webinar, learn how to leverage "3 P" assessments to figure out where you're at and where you need to improve.
View This Webinar -
Building A Center Of Excellence Around Pricing
For many companies, the Pricing Center of Excellence model is finding favor over centralized pricing teams. This guide exposes the critical differences and steps to getting started with this popular model in your own organization.
View This Guide -
Selling Your Pricing Initiative
Want to get your pricing initiative approved? In this on-demand webinar, learn how to structure and deliver your investment "case" in such a way that approval is almost a foregone conclusion.
View This Webinar -
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.
View This Research
