Five Pricing Best Practices for Organizations


Get Shift Done: Management

Based on my pricing strategy consulting experience, I’ve pulled together five aspects that differentiate the companies dedicated to pricing excellence from those that can only hope to catch-up. Although specific situations vary, I’ve noticed these pricing best practices time and time again:

  1. Understanding customers
  2. Focusing on value delivery
  3. Hiring the right people
  4. Tying pricing into wider decision making
  5. Pricing as a verb, not a noun

Understanding Customers

When salespeople are encouraged and empowered to get to know their customers, and what they want, well, it leads to the growth of decentralized knowledge that’s critical to sales success, but also useful to the rest of the company.

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