Reed K. Holden, Jeet Mukherjee

Pricing with Confidence (eBook, PDF)

Ten Rules for Increasing Profits and Staying Ahead of Inflation

• Format: PDF

Produktbeschreibung

Navigate Inflation, Keep Valuable Customers, Increase Profits As you read this, inflation is steadily and (not so) slowly eating into your profit margins. Simultaneously, your sales teams are using discounts and rebates as crutches to help them close sales, even as this habit threatens the profitability of your business. In the newly revised second edition of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation, world-renowned pricing consultants and thought leaders Reed K. Holden and Jeet Mukherjee deliver a compelling argument against the conventional view that there is a tension between revenue growth and profit growth. In the book, you'll learn how your firm can enjoy both even as it stays ahead of inflation. The authors also explore: * The importance of a sound pricing strategy to protect profits * How stellar analytics and quality metrics can help you set the perfect price * Innovation as the life blood of organizational growth * How to set sales team and customer expectations, keep valuable customers, and achieve value from technology * Building your "selling backbone" to prepare for tough negotiations and draft profitable RFPs A can't-miss update to one of the most valuable pricing resources on the market today, Pricing with Confidence belongs in the libraries of pricing managers, executives, founders, entrepreneurs, independent professionals, and anyone else expected to help their organization grow revenues while simultaneously improving margins.

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Produktdetails

• Verlag: John Wiley & Sons
• Seitenzahl: 240
• Erscheinungstermin: 16. September 2022
• Englisch
• ISBN-13: 9781119910206
• Artikelnr.: 66253591

Autorenporträt

DR. REED K. HOLDEN (right) is Founder of Holden Advisors, consultancy to senior executives in Fortune 500 companies. Dr. Holden is co-author of the second and third editions of The Strategy and Tactics of Pricing. He is also the author of the first and second editions of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value. JEET MUKHERJEE (left) is Vice President, Head of Pricing at Holden Advisors, and has two decades of global experience in management consulting, strategy, analytics, marketing and pricing. He holds an MBA from Boston University???s Questrom School of Business and has worked with clients in the distribution, pharmaceutical, healthcare, and technology sectors.

Inhaltsangabe

Preface: the Inflation Imperative ix

Acknowledgments xiii

Introduction: Getting Used to Supply Chain and Cost Turbulence 1

Chapter 1 Rule One: Price for Profit 19

Chapter 2 Rule Two: An Ounce of Execution Is Better Than a Pound of Strategy 39

Chapter 3 Rule Three: Kick the Discounting Habit 57

Chapter 4 Rule Four: Know Your Value 69

Chapter 5 Rule Five: Strategy Sets the Direction 89

Chapter 6 Rule Six: Innovate for Growth 117

Chapter 7 Rule Seven: Understand Your Market 131

Chapter 8 Rule Eight: Build Your Give- Gets Muscle 147

Chapter 9 Rule Nine: Build Your Selling Backbone 163

Chapter 10 Rule Ten: Deploy Three Practices to Increase Profits 179

Chapter 11 Conclusion: Price with Confidence - The Journey 197

About the Authors 211

Index 213