The Role of Pricing for Growth and Profit with Jeff Robinson

<p><strong>Jeff Robinson</strong> is the CEO at Revolution Pricing LLC and Author of Price for Growth!</p> <p>In this episode, Jeff shares how pricing should be a strategic effort in driving a company's growth. He talks about how pricing executives should think in terms of long-term margin, having growth precedes profit.</p> <p> </p> <p><strong>Why you have to check out today's podcast:</strong></p> <ul> <li>Find out why pricing people should be at the front and center in driving value conversations for strategizing a company's growth</li> <li>Learn how to look at the customers' value long-term and generating profit for life rather than looking out for profit for a year and ruining your long-term profit</li> <li>Discover the two macro goals of pricing so you think of it as a long-term profit-generating engine</li> </ul> <p> </p> <p align="center"><strong>"Think about the growth aspect of your business before you think about the profit aspect of your business. Think about the engine of growth before you think about harvesting profits."</strong> <em>- Jeff Robinson</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:31 - How he started his pricing career</p> <p>02:34 - Sharing his story of why he stayed with PROS for almost two decades</p> <p>04:46 - What happens when salespeople have discount authority</p> <p>06:20 - Different pricing models</p> <p>07:36 - Are salespeople the best ones to determine pricing strategy?</p> <p>10:18 - What he thinks of price differentiation</p> <p>11:53 - Fairness in pricing - what it really means</p> <p>15:19 - It's almost never really about pricing; it's about value</p> <p>17:58 - Can pricing people make or add more value as an internal consultant?</p> <p>20:40 - What he'd like to see happen at the level of Pricing Director</p> <p>23:06 - Pricing's two different kinds of macro goals</p> <p>26:14 - What growth strategy should look like</p> <p>27:40 - Win, keep, grow - what does it refer to</p> <p>29:42 - Jeff's pricing advice that can greatly impact one's business </p> <p