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Where Did You Get that Price? – Part One

One of the biggest challenges I was faced with when managing pricing in a high transaction volume B2B environment was making sure that price execution at the invoice level was following the framework that had been established for which customers get which prices. The idea was to be able to ask salespeople/order entry people, “Where [...]

by on January 30, 2013 in Pricing Management Articles, Sales Force Management

The Importance of Price Targets

“Take dead aim.” – That was the simple advice from Harvey Penick, a renowned golf instructor, to golfers who were struggling to make a golf ball fly where they wanted it to land. Quite simply – put everything out of your mind other than focusing on a target, or where you want the ball to [...]

by on January 17, 2013 in Pricing Analytics, Pricing Management Articles, Sales Force Management

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