Boosting the Pricing Team’s Influence
How to Get Others in Your Company to Embrace Your Plans and Perspectives
In most B2B environments, the pricing department doesn't actually "own" every aspect of pricing. For better or worse, there are many different people and groups playing key roles in the pricing process and contributing to overall pricing performance. So how can a B2B pricing team improve results when they don't control all the cooks in the kitchen? How can they implement their plans lacking the direct authority to ensure that those plans are executed? How can they be heard when others don't have to listen? In this on-demand webinar, you'll learn about:
- Why having greater influence is so much more important and valuable than having ultimate authority.
- Seven aspects of human cognition, perception, and behavior that every "master persuader" understands fully.
- Four organizational dynamics that will hinder or halt your efforts...until you turn them to your advantage.
- Proven strategies for "influencing the influencers" and becoming a trusted advisor to your organization.
This webinar is just one of hundreds of educational resources you get access to as a PricingBrew Journal subscriber.
More Subscriber-Only Resources From Our Library
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Working With the C-Suite to Improve Pricing
A conversation with veteran pricing professional Lydia DiLiello about working more effectively with executive management.
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How Strict Pricing Enforcement Killed a Product
Strict enforcement of pricing policies can seem like a great idea. But this comical case study sheds some light on the perils of enforcing policies that are lacking (and somewhat ridiculous).
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Using The "Measurement Effect" to Improve Margins
When it comes to finding problems or failings with pricing and discounting, the sales department is a prime target. But the relatively simple effort of getting your own house in order can have a positive influence on pricing outcomes.
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Getting Beyond Pricing to Make a Real Impact
To be effective in B2B pricing, you have to be able influence all of the different functional groups involved. This guide exposes how to influence the upstream decisions that can ultimately make or break your pricing efforts.
View This Guide
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