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SBI Appoints Global Pricing Practice Leader, Chethan Sharma

May 4, 2020 | Dallas, TX – Sales Benchmark Index (SBI), a management consultancy specializing in revenue growth, today announced that Chethan Sharma has joined the firm as Senior Managing Director and Leader of the Pricing Practice. Chethan has over two...

Your Pricing Strategy Is More Than a Plan for New Logos—Why Renewals Matter

At times it may seem that the shiny new toy is always better. A common mistake that many firms make is ignoring their existing customer base and focusing on marketing to and acquiring new logos. There’s still value in your...

Why Your Value-Based Pricing Strategy Isn’t Working

Value-based pricing is constantly top of mind for B2B executives. Promises of higher profits and market share have been made credible by numerous success stories. Which team wouldn’t want to share in that success? There’s little wonder as to why...

5 Reasons Why Your Pricing Vendor Needs Sales Expertise

Driving effective cross-functional interlocks is a best practice for B2B organizations looking to accelerate revenue growth. However, one interlock that often gets overlooked in go-to-market transformations is the relationship between Sales and Pricing. Too often, Sales views Pricing as a...

Pricing Vendor Checklist

Download the Pricing Vendor Checklist. Key Benefits: Identify whether or not it is time to begin looking for a new price optimization solution. Gauges how aligned / misaligned your price tools are to emerging best practice. Identifies pain points current pricing tools...

If You Have No Problem with Generating Revenue, You May Have a Pricing Opportunity

Are you growing faster than your competitors? Have you started the year off blowing out your plan? If you answer yes, congrats, you have a good “problem” on your hands. What CEO doesn’t want to grow even faster? It gets the...

Pricing Opportunities Evaluation Framework

Download the Pricing Opportunities Evaluation Framework. Key Benefits: Organize priorities of customer pain points. Operationalizing the customer journey map. Help align teams on next steps. Fill out the form below to download the Pricing Opportunities Evaluation Framework. ...

Gain a Competitive Edge Through a Successful Pricing Strategy

Do you know who your competitors are? What makes them a competitor? Why do buyers choose their product over your own? Buyer perception is everything. By understanding and influencing buyer perception, you can increase the willingness to pay and capture...

Why Is Versioning so Important to an Effective B2B Pricing Strategy?

If you are a CFO or a PE Firm thinking about buying a company whose product has a low fixed and high variable cost (i.e., software), this is important to you. Why, because when you are looking at investments, price...
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