8 Pitfalls of Value Based Pricing: Part 1

Format: Webinar

Posted in Pricing, Sales



Many B2B companies are embracing value-based pricing due to its potential to increase profitability, yet many of these companies struggle to achieve the full earnings potential of value-based pricing. They often start out strong, achieving price increases for a few products, but ultimately have difficulty getting their organizations to embrace, implement, and/or sustain the value-based pricing journey.

In this two-part webinar series, Joanne Smith, President of Price to Profits Consulting, former DuPont Pricing Leader and author of The Price Negotiation Playbook and The Price and Profit Playbook, will share her insights on 8 common pitfalls that she sees numerous B2B companies fall into as they begin their value-based pricing journeys.

In this webinar, Joanne covers the first portion of these 8 common pitfalls:

  • Common scenarios where teams do not effectively use value-based pricing content in their value marketing, selling and negotiations.
  • Frequently-seen obstacles to sustaining the value-based pricing transformation.
  • Approaches to overcome these value-based pricing pitfalls.


Joanne Smith is the President of Price to Profits Consulting, formerly the DuPont Corporate Head of Marketing and Pricing and the author of The Price Negotiation Playbook and The Price and Profit Playbook. She focuses on helping B2B companies transform their pricing performance.  At DuPont, she was instrumental in creating the pricing organization, which transformed DuPont from weak to outstanding pricing performance. Check out her website at

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