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.
In this episode, Tracy sits down with Scott Leick, SVP of Finance & Analytics at RhythmScience, and Patrick McCullough, Partner at Holden Advisors, to discuss pricing, analytics, negotiations, and new product launches.
We discuss:
- How to use analytics to replace gut instinct in pricing decisions
- Lessons from the drug-eluting stent “race to the bottom” on price
- How to price new tech when the market is uncertain
- The impact of private equity ownership on purchasing power
- How to align commercial teams when sellers are under pressure to deliver
About Scott
Scott Leick is the SVP of Finance and Marketing at RhythmScience. He has almost 25 years of experience in pricing at companies from the Fortune 50 to Series A SaaS startups, including executive roles at Medtronic, C.H. Robinson, and Acutus Medical.
Learn more about RhythmScience: https://www.rhythm360.io
Learn more about Holden Advisors: https://www.holdenadvisors.com
Connect with Scott: https://www.linkedin.com/in/scottwleick/
Connect with Patrick: https://www.linkedin.com/in/pmccullough-holdenadvisors/
Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/
CHAPTERS
00:00 Introductions
04:01 How data builds sales confidence in B2B
17:26 Lessons from price wars
27:55 How to price new tech without undervaluing innovation
35:16 Pricing discipline when sales pushes for volume
37:36 How PE ownership is reshaping purchasing power
51:10 Advice for navigating pricing pressure and defending value
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