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4 Key Themes from Fall PPS Conference

Last month, the Professional Pricing Society held its 2012 Fall conference in Orlando, bringing together pricing professionals from around the country to learn impactful strategies, tactics, and techniques to improve profitability. Here are ...

Value-Based Upselling

Guest Post by Dan Hodder We’re all familiar with the cannibalization that occurs when a seller launches a new product, which takes share from other products in the portfolio.  This phenomenon is often viewed in a negative light as product ...

The Power of Language: Why Consistency Is Critical For Value Management

Language is powerful.  It is even more critical in the world of business. There are various definitions of what language is. One definition sees language as “a system of communication that enables humans to cooperate. This definition stresses ...

Price vs Value Management – Know the Difference

Guest Post by Tom Nagle This is an excerpt from Tom Nagle's new article titled "Price vs. Value Management - Know the Difference". To read the full article, please click the link at the bottom of this post. Pricing software has evolved ...

3 Key Themes From Pricing Conference in Pittsburgh

Last week, pricing professionals gathered in downtown Pittsburgh to share insights, trends, and best practices for pricing. The event, hosted by the Western PA Pricing Professionals Group and The Pricing Cloud, featured a breakfast panel and ...

A Case Study for Learning Value-Based Pricing: Simon Graduate School of Business

This is a guest post written by Professor Rick Cardot, Director of Center for Pricing at the Simon Graduate School at the University of Rochester. The Simon School, known for its economics-based empirical and analytical research, has taken a ...

14 Steps To End the War Between Sales & Marketing

Guest Post by Ian Smith We have all heard the rhetoric. If these marketing guys had a target on their backs they would understand what pressure was really like! The sales team is just lazy. They never follow up on our sales leads (goal ...

A Demonstration of Best Practices For Value Modeling

Strategic pricing experts advise B2B companies to set prices based on their tangible economic value. This approach, known as Value-Based Pricing, has proven to be more profitable than either traditional cost-plus or competitive pricing methods. ...

How You Can Measure Value and What It Means to Your Business

Companies often struggle with the critical but difficult task of quantifying the economic value their offering brings to their customers' bottom line. The following is an excerpt from Stephan Liozu's article "Value and Your Business", which was ...

Common Competitive Pricing Intelligence Questions Answered

Ask the Expert: Follow Up From September 2012 Webinar Our latest webinar, "Competitive Intelligence and Pricing", featured Brian Clarke, VP of Pricing Evaluation at IDC, who described the changing landscape of competitive pricing ...

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