7 Common Common Pricing Trends - How to Optimize Performance
by Donald Davidoff | Jun 29, 2018 12:00:00 AM
I’ve written a lot about sales and the sales process over the past few months, but it dawned on me that I haven’t talked much about pricing for a while. So let’s rectify that this month and review some of the key things that D2 Demand Solutions tends to find when we’re engaging clients in pricing platform assessments or LRO® Health Check ups™. Here are the 7 most common findings from our previous client work. 1. LRO Parameter Settings We have yet to have an engagement that didn’t result in at least some recommended changes to parameter settings. Our team is the only one with the personal experience of using the system through two full economic cycles. As such, we have developed our own set of preferred parameters for various business scenarios that are candidly a bit different than the “factory” settings. We also find examples of parameters that were changed for a particular strategic objective or business environment that were never changed back when conditions changed, as well as changes made in the past for which no current associate knows the rationale.