Value-Based Pricing: Drive Sales and Boost Your Bottom Line by Creating, Communicating and Capturing Customer Value by Harry Macdivitt and Mike Wilkinson Negotiating With Backbone: Eight Strategies To Defend Your Price and Value by Reed K. Holden Two new books... Continue reading

Pricing thought leaders Andreas Hinterhuber and Stephan Liozu published an important article in the MIT Sloan Management Review "Is It Time to Rethink Your Pricing Strategy." The article introduces the Pricing Capability Grid and talks about how to get to the Pricing Power Zone. Continue reading

What is your organization doing today to answer the two most pressing questions from customers? How will your products and services impact the bottom-line of our business? How is your solution better than that of your competitors? Continue reading

Is it true that pricing excellence only benefits the buyer? A discussion on the Professional Pricing Society's LinkedIn Group uncovers how pricing excellence benefits buyers and sellers. Continue reading

Five questions to ask when investing in pricing software: Can your organization articulate the value of your products and services? Does your organization know how to measure value? How committed is your organization to making value, pricing and sales effectiveness a priority? Who owns value? How long does it take implement a pricing software solution that addresses my needs? Continue reading

Dr. Tom Nagle Strategy and Tactics of Pricing, answers two questions from a specialty chemicals manufacturer. Some of our customers require a price quotes before they will have any discussions with us where we can introduce a conversation on differential value. How can we benefit from a value conversation when this is the case? Some of our customers are very secretive and will not tell us what product our own product will be used in so we cannot talk to them about differentiated value. Is there anyway to have a value conversation in this case? Continue reading

The three main themes at the Professional Pricing Society Spring 2012 Conference in Chicago: Pricing as a Catalyst of Culture Change, Value-Based Pricing and Sales, the emergence of Cloud Solutions for pricing and the pricing/sales interface. Continue reading

Ten of the latest and most pernicious pricing myths representing the voice of some pricing professionals. Based on discussions on the Professional Pricing Society's LinkedIn group. As summarized by Ardex Americas CEO Stephan Liozu. Continue reading

In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. This is part two in a two-part series in which we review some of the questions which came from the audience. In the first installment, we focused on the general negotiation tips. Now, Jim addresses questions related to the negotiation of price. Continue reading

Companies invest in pricing software for many reasons, but one of the most common is the desire to optimize prices at a granular level, and charging the “right price” for each customer. But what is the right price, and how can one know one has firstly set that price, and then actually captured it in the sales negotiation? Continue reading

In our April webinar, Jim Geisman, Founder and Principal of Software Pricing Partners, talked with us about how the nuances of complex sales negotiations and ideas that can save you valuable time, money and aggravation. Click here to watch the... Continue reading

Pricing can be a complex process. Many industry managers also consider pricing to be a headache, and some firms have even “thrown in the towel.” But the key to pricing excellence is to manage this complexity and not to ignore it. To win at pricing organizations need to get into what we call the C4 Zone: a zone of convergence, collaboration, conversation and consensus. Continue reading

Value Selling, is a term to describe what high performing Sales professionals do day in and day out. It is about effectively communicating to customers how your solutions are better than the competition and articulating how much that is worth from a dollar and cents perspective. Unfortunately, very few organizations are able to implement a sustainable and system process to support value selling objectives. Continue reading

Stephan Liozu, CEO of Ardex Americas, talks about how his mid-sized manufacturing company measures the success of his pricing strategy to stay ahead of the competition and maintain a high return on investment. Continue reading

Stephan Liozu, CEO of Ardex Americas, talks about how his mid-sized manufacturing company transitioned from a cost-based to a value-based pricing strategy and the impact this has had on business results. Continue reading

In B2B markets, purchases are essentially economic transactions, where buyers are trying to make rational tradeoffs on how to best allocate their limited resources. In this context, marketing collateral often fails to answer the most compelling questions from customers. “How is your solution better than your competitors and by how much will your solution impact my bottom line?” Continue reading

In our February webinar, Jay Manson discussed the downsides of cost/price control and the dilemma of stagnant growth during the economic recovery. Jay proposes innovation that creates real differentiated value for customers as the only way out of this dilemma. Continue reading

Internalizing value-based pricing is a journey, not a destination. Adopting the proper powerful infrastructure can help reach this destination. At ARDEX Americas, we have implemented the 5 C model and now are embarking on the deployment of LeveragePoint value-based platform to accelerate our transformation. Stay tune for more news on how this deployment goes. Continue reading

In January, George Cressman joined us to deliver an excellent webinar on The Right Path to Pricing Maturity. Click here to watch the recording or download a copy of his slide deck. At the end of his remarks, we received... Continue reading

Pricing expert George Cressman answers the question: "How long does it take to go through the pricing maturation process, and what kind of resource investment is required? Also, how does this differ between large enterprise and mid-market companies?" Continue reading

In our February webinar, Jay Manson will discuss the downsides of relying too heavily on a cost/price control approach. He'll show a recent case example of a company facing the dilemma of stagnant growth - and how a value-based marketing and sales approach will save it. Continue reading

LeveragePoint Director of Professional Services Roberto Rivera works closely with users of the LeveragePoint platform for value-based pricing to uncover the hidden value in their products and to help them capture this into price. Here is one of his stories. Continue reading

LeveragePoint's first webinar for 2012 was with George Cressman, a man who has made many contributions to pricing best practices. His theme was "the right path to pricing maturity." George defines pricing maturity as "the ability to actively manage price realization to achive above average industry profitability." Continue reading

I was able to move the conversation to the topic of the balanced skill set required from tomorrow’s pricing professionals. My point was that rapid and breakthrough technological changes (cloud-based software, integrated systems and predictive analytics) would “take over” a significant portion of the analytical work, allowing pricing professionals to pay much more attention to other critical aspects of value and pricing management. Continue reading

The Year of the Dragon has gotten off to a good start for LeveragePoint. We have added three customers already this month and our first release for the year went out ahead of schedule last Sunday (we use an agile software development process with monthly releases). Today we have our first webinar of the year, with pricing industry thought leader George Cressman, who will be talking about "The Right Path to Pricing Maturity" (a recording of the webinar will beposted on the resources section of our website next week if you miss it. We have also been contributing posts to other blogs. Continue reading