Pricing is one of the largest levers companies have for improving profits, yet B2B companies so often under-invest in pricing. This book provides simplified, practical ways to improve profits. It shows leaders how to transform and sustain high-profit pricing one play at a time. The playbook's holistic approach covers the key management elements (culture, strategy, people, processes, and systems) needed to unlock superior pricing. The advice and solutions, contained in this book, have been tested in numerous diverse businesses and proven to turn mediocre returns into superior profits.

The Pricing and Profit Playbook

Business & Money

Smith, Joanne M.

Marketing & Sales

Bradley Publishing

Today’s sales professionals face pricing challenges and pressures like no other time in history. With prolific visibility of competitor pricing, the widespread emergence of internet channels, and pop-up businesses offering bare bone prices to muddy the waters, the sales game has changed leaving organizations struggling to get their fair price and increase profits. Whether you’re a sales leader, corporate pricing resource, or a front line sales professional, this book will give you the tools you need to overcome tough price pressure from customers and aggressive pricing from competitors. Sales negotiation skills have long been viewed as crucial for success, but they are no longer enough. Top companies understand this and are arming their sales force with the price training necessary to win in todays’ competitive environment.
In this practical guide renowned pricing expert Joanne Smith shows with clarity how to gain price for maximum profit while balancing your growth goals. Joanne shares her first hand success at executing the strategies in this book to bring DuPont and many other top global B2B companies to superior profits. She includes a comprehensive Price Execution Toolkit to guide you in making smarter profit generating decisions and includes personalized exercises so you can begin formulating your own winning game plan. You will gain confidence in your pricing as you learn: <ul>
<li>How to successfully both get your fair price and raise price</li> <li>When and how to make smart price discounting decisions</li> <li>How to manage price in very competitive markets</li> </ul>
This winning formula has been tested time again in diverse businesses. The results? Superior profits and an inspired sales team.

The Price Negotiation Playbook: A Practical B2B Guide for Winning Your Best Price with Confidence

Management & Leadership

If you're in the B2B world, it's inevitable that you will face difficult times -- recessions, pandemics, steeply declining oil prices, political unrest, currency swings or even a terrorist attack. Such events can lead to intense pricing pressure that, left unchecked, may result in disastrous financial performance. Yet, pricing pressure doesn't need to lead to crippling pricing declines. Whether you're a business or sales leader, a pricing resource, or a sales professional, this book will give you the tools and the confidence you need to overcome tough pricing pressure from customers and aggressive competitors during a crisis.In this practical guide, renowned pricing expert Joanne Smith shows with clarity how to manage your pricing strategy and execute it throughout a crisis. Joanne shares her firsthand success drawing from the strategies she used to lead DuPont and other top global B2B companies to optimize their profits in tough markets. She includes a comprehensive Pricing Crisis Preparedness Plan to guide you in formulating your own winning game plan.

Pricing in a Crisis Playbook: A Practical B2B Guide for Pricing with Confidence in a Crisis or Recession

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See the best price to sell, buy, or rent books by Smith, Joanne M.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

Books by Smith, Joanne M.

See the best price to sell, buy, or rent books by Smith, Joanne M.. BookScouter helps to compare book prices from 25+ online bookstores and 30+ buyback vendors with a single search.

The Pricing and Profit Playbook

The Price Negotiation Playbook: A Practical B2B Guide for Winning Your Best Price with Confidence

Pricing in a Crisis Playbook: A Practical B2B Guide for Pricing with Confidence in a Crisis or Recession