ABSTRACT
In “Training programs to boost pricing execution” Stephan M. Liozu discusses the importance of redesigning training programs to make pricing execution programs impactful. The author posits that traditional lecture-style training programs are not the most optimal way to train experienced sales professionals. The chapter starts with a four-step approach to getting started with the design of a unique and disruptive training program. Then the author proposes practical learning and training tips to increase the level of absorption and stickiness of pricing-related knowledge. The key is to focus on the blend of training methods, delivery style, and diversified content. These tips can be immediately included in your on-going pricing transformational roadmap.
