How to Make Sales More Effective with Value-Based Pricing with Kevin Lemke

Why you have to check out today’s podcast:  What does factors like leadership and influence have to do in pricing  your product and service  Pricing lessons you need to know to understand your business better  Discover how to organize your pricing leadership function for your business success    Kevin Lemke is a commercial executive with a passion for fixing and creating businesses. Strong record of delivering revenue and margin upside. Career-to-date benefits generated are greater than $500M of additional margin – an average of .5% return on sales. His specialties include organizational Leadership, Innovation Strategy, Turnarounds & Business Transformation, Digital Marketing, B2B Sales, Pricing Strategy, Go-to-market Model Development, Value Proposition Development, Whitespace Identification, Organization structure development, and alignment.   In this episode, Kevin shares with us his expertise in setting up pricing in B2B and B2C businesses.    Bring your sales guys into the conversation and have them be part of making sure that we’ve got the price, the right pricing programs, and discipline. I think they need to be part of this. They benefit. We all benefit.” – Kevin Lemke     Get Accelerate Your Subscription Business: Your Blueprint to Packaging & Pricing for Growth Course at https://www.championsofvalue.com        Topics Covered:    01:08 – What does he do as VP of innovation   01:54 – How did his career in Pricing start  03:05 – How was it like learning the systems and processes already in place at the time he entered the aviation industry  05:20 – Thoughts about “pricing is the sales prevention team”  06:29 – Talking about Leadership in Pricing  07:16 – Describing his stint at Zilliant and where this company is focused at  08:53 – Leading a pricing initiative when he got back to Dell  10:15 – What does internal product management entail  11:01 – Lessons he learned in pricing that helps in understanding business  11:49 – The hard part of doing internal sales  13:27 – Hints on how to be doing internal sales  14:57 – What has contributed to his vast knowledge about pricing  17:37 – What happens when we focus on value  18:24 – What differentiates B2B pricing from B2C pricing  19:47 – One valuable pricing advice he has    Key Takeaways:    “To be successful, to do things right, it’s very much a team effort, you know, and you can imagine, especially in these large fields you’re at in the center of things. So, it’s bringing a team of sales, finance, marketing, operations folks together.” – Kevin Lemke    “To be successful, to do things right, it’s very much a team effort, and you can imagine, especially in these large fields, you’re at in the center of things. So, it’s bringing a team of sales, finance, marketing, operations folks together.” – Kevin Lemke       People/ Resources Mentioned  Stanley Black & Decker  Continental Airlines  American Airlines  Dell Computer  Zilliant  Chris Mitchell    Connect with Kevin Lemke:  LinkedIn  E:[email protected]     Connect with Mark Stiving   Email: [email protected]   LinkedIn   Twitter   https://www.championsofvalue.com