Pricing Strategy Implementation: Translating Pricing Strategy into Results

Cover
Half Title
Title Page
Copyright Page
Contents
List of Contributors
Part 1 Introduction
	Chapter 1 Introduction: Implementing pricing strategies
		Contents of the book
		Structure of the book
		References
Part 2 Aligning the organization around pricing strategy implementation
	Chapter 2 Implementing pricing strategies: The frameworks to drive profits by pricing actions
		Introduction
		Frameworks of pricing strategy implementation
		The 8-step change model
		The Change Acceleration Process
		Switch model
		McKinsey influence model
		The transformation triangle
		The free spaces theory
		The 5C model
		The map and the territory
		References
	Chapter 3 Elevating the cost of doing nothing: An interview with Mark Shafer
		Acknowledgments
		References
Part 3 Pricing strategy implementation: The role of the sales force
	Chapter 4 The role of the sales force in pricing strategy implementation
		Notes
	Chapter 5 The strategic account manager as ecosystem captain: Driving profits via pricing
		Reference
	Chapter 6 Designing sales force compensation programs to improve pricing execution
		Introduction
		Prior research
		About the research
		Findings
		Conclusions and discussion
		Limitations and future research
		References
Part 4 Pricing strategy implementation: The role of marketing
	Chapter 7 Implementing pricing strategy by developing and implementing effective discounting practices
	Chapter 8 Designing and executing B2B customer segmentation
		Introduction
		A refresher on B2B customer segmentation
		Get the design right to get the execution right
		Without being operationalized, customer segmentation is just a theory
		Recommended guidelines for superior execution
		Conclusion
	Chapter 9 Training programs to boost pricing execution
		Step 1: Rethink how pricing training works
		Step 2: Plan and create a roadmap
		Step 3: Get the blend of methods right
		Step 4: Work to help each individual absorb the material
		Summarizing the training best practices for pricing execution
	Chapter 10 Implementing a structured pricing strategy approach
		Introduction
		Introducing the “value language”
		Pricing trainings
		Pricing tools
		Strategy tool: a web-based tool to support the set up and sharing of a pricing strategy
		LeveragePoint®: one of the most used value management tools at Bayer
		Repeating and repeating
		The guideline document
		Support from internal audit
		External surveys to show the impact
		Summary
		Reference
Part 5 Implementing pricing strategies that win deals
	Chapter 11 Pricing large deals: Insights into capabilities and tools that help to win large deals profitably
		Offer dispersion in B2B: highly concentrated
		Pricing: the most important, but frequently most neglected, profit driver
		Value quantification: a key requirement for sellers in industrial markets
		Value quantification in practice
		Mapping B2B purchase criteria
		Putting the idea into practice
		Acknowledgments
		References
	Chapter 12 Pricing to win: A framework for strategic bid decision-making
		Introduction
		Pricing to Win: a framework for strategic decision making
		Following a four-step approach to master the bidding challenge
		Step 1: Understand customer demand
		Step 2: Understand the competition
		Step 3: Assign value and measure
		Step 4: Strategic bid positioning
		Key learnings
		References
	Chapter 13 Value quantification: Processes and best practices to document and quantify value in B2B
		Introduction
		About the research
		The process
		Examples of effective quantified value propositions
		Further considerations
		Acknowledgments
		References
	Chapter 14 Implementing pricing strategies via quantified value propositions
		Value conceptualization
		Business culture
		Customer culture
		Value quantification
		References
	Chapter 15 Adopt value selling: Best practices to drive sustainable organizational change
		Value selling: realize the potential value of differentiated offerings through better sales execution
		Two reasons value-selling initiatives fail
		Sales and marketing alignment: value propositions to fit the sales process
		How to accelerate a value-selling initiative
		Map for value-selling success: a checklist
		Value propositions for customer-centric selling
		References
	Chapter 16 Executing price control in five simple steps
		Introduction
		Five steps to controlling price
		Implications for pricing execution
	Chapter 17 Eight best practices to improve pricing execution
		1. Define the right key performance indicators (KPIs) to focus on execution
		2. Use dashboards to promote execution
		3. Mobilize your project management office (PMO)
		4. Learn about change management
		5. Bring value or pricing coaches to your team
		6. Distribute knowledge about execution discipline
		7. Launch a 4DX initiative for your project
		8. Allocate budget for execution
Index