If you're in the B2B world, it's inevitable that you will face difficult times -- recessions, pandemics, steeply declining oil prices, political unrest, currency swings or even a terrorist attack. Such events can lead to intense pricing pressure that, left unchecked, may result in disastrous financial performance. Yet, pricing pressure doesn't need to lead to crippling pricing declines. Whether you're a business or sales leader, a pricing resource, or a sales professional, this book will give you the tools and the confidence you need to overcome tough pricing pressure from customers and aggressive competitors during a crisis.In this practical guide, renowned pricing expert Joanne Smith shows with clarity how to manage your pricing strategy and execute it throughout a crisis. Joanne shares her firsthand success drawing from the strategies she used to lead DuPont and other top global B2B companies to optimize their profits in tough markets. She includes a comprehensive Pricing Crisis Preparedness Plan to guide you in formulating your own winning game plan.
