Sales and Pricing Alignment: Essential to Success, Getting Everyone on the Same Page with Jared Smith

<p><strong>Jared Smith</strong> is a Business Consultant at Vendavo, a world-class commercial excellence software firm that enjoys seeing clients evolve into leaders in their industry. ​He is a Ph.D. candidate at Oklahoma State University researching how companies execute strategies, pricing, and sales dynamics.</p> <p>In this episode, Jared talks about salespeople's insufficiency where business acumen is concerned. He is encouraging companies to put some training where salespeople can do value statements, challenger selling, and using whatever pricing methodologies they can have.</p> <p> </p> <p><strong>Why you have to check out today's podcast:</strong></p> <ul> <li>Find out how to motivate salespeople to understand the target price and capture a product's value</li> <li>Learn how salespeople can deviate from the target price and still earn from it</li> <li>Find out how salespeople can defend pricing from a product's economic value and not just on discounting</li> </ul> <p> </p> <p align="center"><strong>"Have the courage to experiment, have the courage to look at different things and approach pricing in a different way. The statement that we're going to raise prices and our customers are going to leave us, and we live in that fear all the time, that's not a really rational way of looking at things."</strong></p> <p align="center"><em>- Jared Smith</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:18 - Relating his first exposure to pricing</p> <p>02:55 - Pricing for B2C versus B2B</p> <p>04:43 - Taking a look at the whole value statements between B2C and B2B</p> <p>06:45 - The disconnect between sales and pricing</p> <p>08:26 - Shortfall in business acumen of most salespeople</p> <p>10:06 - How to make value conversation happen</p> <p>12:56 - Talking about sales discount and escalation processes</p> <p>15:03 - He believes giving salespeople autonomy</p> <p>16:50 - Setting compensation structures in a way that motivates salespeople not to discount but sell on value</p> <p>18:24 - The compensation