Executive Roundtable
Outside of our packaged service offerings we also provide professional services that largely revolve around education and training. We teach executive how to use pricing as a strategic lever to improve profitability, increase growth, market share and share holder value. We train Sales people to defend prices, manage price increases and to sell value rather than price.
This service can be customized to meet the unique needs of each company. The roundtable is generally an in house or off site half-day comprehensive review of best practice pricing methods and terminologies and the typical agenda includes:
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1. The Important Role of Pricing Strategies
A review of price strategy optimization in the context of other business improvement strategies such as cost reduction and sales improvement, new product innovation, acquisition and geographical expansion. 2. Lessons from the front lines of the pricing wars
This is a summary of Best Practice Pricing at other companies; what they did, what the results were. It introduces the practical pricing steps companies have taken to improve their business performance. 3. Profitability Audit
We will teach the disciplined, rigorous analysis of your internal order data to find opportunities to improve price realization and eliminate profit leaks - and show how other companies have used this to reevaluate their product/services and sales strategy to drive additional revenue and profits.
4. Value Processes
This section covers an overview of how Value Processes are conducted and by reviewing several case studies, attendees with have an understanding of the benefits companies gain from the Value Processes.
5. Price Training for Sales
The sales force is often the most skeptical of a new pricing strategy. But their support is essential. This review of the Price Training for Sales seminar provides an understanding of the sales training processes and benefits.
6. Discussion and Q&A
An informal and interactive discussion with your team of how Best Practice Pricing will work at your company. |
Price Training For Sales
Training the company’s sales force is critical to the successful implementation of a new pricing strategy. When the sales staff understands the perceived value of a product or service, what drives their marketplaces’ decisions, and when they are trained on the tactics of the sales call, they can better defend the price -- and reduce or eliminate discounting while increasing your sales volume.
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