The Wiglaf Journal

SPIN Selling and Value Based Pricing: How Leading Sales and Pricing Teams Deliver

2012-05-04T14:01:46Z

Where do the leading approaches to pricing and sales meet? How can one support the other? What should pricing professionals know about selling? What should sales professionals know about pricing? In this Wiglaf Pricing Webinar, we will examine the relationship between selling and pricing in the context of SPIN Selling, a leading sales methodology developed [...]

2012 International BMA Conference: GROW

2012-05-04T13:54:23Z

With “growth” being the #1 focus today of most C-suites and boards, “Grow” will explore how b-to-b marketing organizations large and small are successfully and efficiently enabling their organizations to generate growth in customer demand, sales and profitability. Expected to draw as many as 800 marketing and sales leaders from as many 10 countries, the [...]

The Story of Pricing: A Baker’s Dozen of Case Studies in Pricing Decisions and Outcomes

2012-05-04T13:49:12Z

Attend the Professional Pricing Society workshop at the Chicago 2012 conference. Tim J Smith, PhD of Wiglaf Pricing will present The Story of Pricing: A Baker’s Dozen of Case Studies in Pricing Decisions and Outcomes. Eligible for 1 credit towards your Certified Pricing Professional designation. Abstract We have all heard that prices should reflect value, but [...]

PPS: The Art! The Science!

2012-05-04T13:41:25Z

Keynote Sessions The world’s brightest minds in pricing sharing insights on how to improve your pricing effectiveness. Including keynote on How to Motivate Your Pricing Department to Drive Excellent Results by Laura Preslan from Microsoft. Two 2-Day Workshops Consumer Products : How You Can Make Pricing a Key Competitive Advantage, Frank Luby of Simon Kuchner & Partners [...]

“A lot of people think, if you do nothing, you will stay at zero. But the reality is, if you do nothing, you’ll be at a negative.” Ron Shaich, Founder and Chairman, Panera Bakery, 8 March 2011 in WSJ

2012-05-04T13:23:34Z

“Insanity: doing the same thing over and over and expecting different results.” Unknown “The history of the productive apparatus … is a history of revolutions. … [It] incessantly revolutionizes the economic structure from within, incessantly destroying the old one, incessantly creating a new one.” Joseph A Schumpeter on The Process of Creative Destruction (1942). “There’ll [...]

Lessons from Fortune’s “The 12 Greatest Entrepreneurs of Our Time”

2012-05-04T13:26:16Z

What secrets can we gain from Bezos, Jobs, Zuckerberg, Mackey, Kelleher, and Walton? Examine Fortune’s 12 greatest entrepreneurs of our time.

Renault Got It. GM Didn’t. Business Philosophy Matters.

2012-05-04T17:06:09Z

Renault’s small car segment is led by Arnaud Deboeuf is earning above 6% profit margins on €7,700 cars. GM’s Opel loses $630 on every car sold in Europe. How does Renault do this and why can’t Opel?

Celebrating 10 Years, 500 Articles, and 250,000 Readers

2012-05-04T14:15:19Z

10 years ago, the first Wiglaf Journal published. What have we accomplished and where are we going?

Trust is composite belief based on Honesty, Competence, and Benevolence. If you want to build trust … deliver on all three.

2012-04-24T20:23:51Z

Honesty: Do the things you claim reflect what you believe to be true? “Trust is the lubrication that makes it possible for organizations to work.” Warren G. Bennis Competence: Are you in a position to make these claims? Are you able to carry out your promises? “You can fool some of the people some of [...]

SPIN Selling and Value Based Pricing – Friends or Foes?

2012-04-01T16:53:55Z

Is pricing out of touch with the market? Are salespeople frittering away profits? Are these two groups really at war with each other? Or, are they aiming for the same goal but language differences are preventing proper teamwork? Let’s review SPIN Selling from a pricing perspective.