Episode #0123 - Why Your Pricing Isn't Working — And It's Not Just Because of Your Sales or Pricing Teams

Impossibile aggiungere al carrello

Puoi avere soltanto 50 titoli nel carrello per il checkout.

Riprova più tardi

Rimozione dalla Lista desideri non riuscita.

Riprova più tardi

Non è stato possibile aggiungere il titolo alla Libreria

Per favore riprova

Non è stato possibile seguire il Podcast

Per favore riprova

Esecuzione del comando Non seguire più non riuscita

Episode #0123 - Why Your Pricing Isn't Working — And It's Not Just Because of Your Sales or Pricing Teams

Ascolta gratuitamente

Vedi i dettagli del titolo

A proposito di questo titolo

Times-stamp Notes: [00:00] Introduction to developing pricing strategies [00:32] Developing pricing strategies amid rising complexity and cost pressures [01:34] Challenges in developing pricing strategies within current systems [03:57] Structural issues in developing pricing strategies [05:48] Example of misalignment when developing pricing strategies [08:47] Improving and developing pricing strategies through better design [10:18] Conclusion: Key takeaways on developing pricing strategies 00:00 Been a big week in Australia and in the world. Pricing is back in the spotlight. And in the news we're reading that major retailers are under scrutiny again for how they're applying discounts. The ACCC are questioning retailers for price transparency. And at the same time, many businesses are dealing with rising input costs driven by fuel, supply chain pressure and global instability fundamentally created by the war we find ourselves in. 00:32 Now, what this highlights to me is something deeper. Pricing is becoming harder and more complex, not easier, unfortunately. And that's not just a consumer issue. I'm seeing this same thing across B2B and trade businesses: inconsistent pricing, heavy discounting, growing pressure to justify decisions. And yet more reliance on short-term fixes. Things like surcharges and minimum order thresholds and now the new trend, just to recover costs. 01:13 Unfortunately, though, many are dropping strategic pricing in favour of these short-term fixes because they feel this will recover margin quicker, better, faster, etc. Which really does beg the question: Is your pricing system actually working for you or against you? 01:34 Hello and welcome to Pricing College podcast. My name is Joanna Wells and I'm the founder and director of Taylor Wells Advisory. And we help businesses improve margin through better pricing strategy. Now, this episode is going to be part of a series on pricing transformation. And the reason being is because many Australian B2B and trade businesses right now are under pressure. 02:04 Pricing just isn't under control and it's at a turning point. We've got legacy models that are struggling to keep up with cost changes, commercial teams who are relying more and more on exceptions to get deals done. And leaders who are asking for more control, more margin and more consistency and often at the same time and teams that can't deliver that. And that creates a huge disconnect. The pricing system says one thing but the business and the team and the culture behaves quite differently. So this series is about unpacking that gap. Not just what's going wrong but what's actually needs to change to make this better for everyone. 02:53 And we'll start with a common assumption: Is pricing isn't working, it must be because of the sales team or the pricing team. The default response is usually: "Let's tighten up the rules and then we'll see things improve quickly." More controls, more approvals, stricter compliance. But if your pricing only works when everyone behaves perfectly, is it really a strong model? 03:57 I see this all the time. A business will request and then roll out a new and improved pricing structure. It's got more refined segmentation, tighter discount bands to ensure margin recovery, clearer rules for the teams to follow. Everything's really well documented. And for a few months it looks really, really good. But then things start slowing down, momentum sort of dies out, bit underwhelming. Exceptions start to creep back in, sales teams start pushing the boundaries again and the system gets worked around yet again and you see increasing pricing records and configurations and complexity. New complexity starts to build upon old. Not because sales and pricing teams are trying to be difficult, no, not at all. It's because the model that they're working with doesn't actually reflect how the business actually sells and customers actually buy from you. This is the key shift. A lot of pricing problems are not merely execution issues. They're actually design structural issues. 04:45 Now, I just want to be clear about this: Sometimes, capability, team structure, organisational design and talent are a part of the issue. They are. And I'll look, I'll come back to that in the next episode. But in many cases, the bigger problem sits in the model itself. 05:09 At this point, it's usually the poor old sales team that gets the blame. "Oh, they're discounting too much, they don't follow process, they're going back to what they know, they're not following the rules. They're leaving margin on the table. They shouldn't have given away that deal at that price. They don't know how to sell on value." But take a look closer. Sales aren't ignoring pricing or the pricing system that you're trying to create, and you've spent a lot of money on. They're trying to make it work. 05:48 Let me give you an example. Okay, so there was this B2B business that I worked for. It was a B2B industrial ...

Ancora nessuna recensione