If Prices Could Talk
If Prices Could Talk
Podcast Description
Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B.
Join us for candid conversations with thought leaders and industry experts as we dive into what’s working, what’s changing, and how to build and sustain pricing power in today’s markets. We’ll explore tactical approaches to value-based pricing, improving sales effectiveness, and best practices for negotiating with backbone.
Podcast Insights
Content Themes
The podcast emphasizes pricing strategies, sales effectiveness, and negotiation tactics in B2B contexts, with episode highlights including tactical approaches to value-based pricing, symptoms of pricing misalignment, and discussions on AI's role in pricing processes.
Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B.
Join us for candid conversations with thought leaders and industry experts as we dive into what’s working, what’s changing, and how to build and sustain pricing power in today’s markets. We’ll explore tactical approaches to value-based pricing, improving sales effectiveness, and best practices for negotiating with backbone.
Without strong execution from client facing teams, even the best price model will underperform. In this episode of If Prices Could Talk, Tracy Dent sits down with Jeet Mukherjee (Chief Strategy Officer) and Travis Umpleby (Negotiation Master Facilitator) to unpack why price increases derail once they hit the field.
This episode breaks down why price increases collapse in the real world: misaligned leadership, weak discount governance, poor preparation for pushback, and sales teams left with no tools beyond discounting.
Join us for practical stories and tactics in using service levels to create choice, tightening escalation paths, and rolling out changes to decrease risk and ensure smooth execution.
Key topics:
- The 3 most common reasons price changes fail (and how to prevent them)
- How discount approval behavior quietly trains buyers to escalate
- Why quotes are fuel for sales confidence
- How to use service levels and packaging to give buyers choices and decrease pushback
- Ways to drive executive alignment and ensure teams have the right tools to go get the new pricing
Chapters
00:00 Introductions
01:01 The human and emotional aspects of a price change
04:53 Building belief in your value so sellers can negotiate with backbone
10:11 The top 3 issues in price changes: executive alignment, preparation, and tool kits for sellers
19:47 How to reduce negotiation pressure through choices and tiered offerings
25:41 How to think about timelines for executing a price change
32:25 Learnings from early price changes and key takeaways from trial and error
Connect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/
Connect with Travis: https://www.linkedin.com/in/travis-umpleby/
Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/
ABOUT HOLDEN ADVISORS
Holden Advisors is a boutique consulting firm specializing in B2B pricing and sales performance. We help companies understand their value through the eyes of their customers and use these insights to develop, price, and sell solutions that meet evolving market demands.
Our tailored strategies are designed to improve differential value and go-to-market execution. With decades of expertise in value-based pricing, sales implementation, and negotiation, we partner with companies to build and protect their pricing power.
Learn more at www.holdenadvisors.com
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