Insights - Pricing Optimization

To Drive Growth, Ask Sales Better Questions

In an article published on CFO.com, Managing Partner Jim Corey suggests that CFOs can lead the sales conversation by employing a set of metrics that drill down into customer segmentation, pricing discipline and territory growth. Such analysis can reveal insights leading to better questions focused on opportunities for improved revenue generation performance. For the full […]

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Blue Ridge Partners Publishes “How to Grow a Business”

“How to Grow a Business: Insights from Working with Over 300 Companies”, authored by the firm’s leadership, is written to help company executives and private equity firm personnel identify the most important drivers that will accelerate profitable revenue growth. The firm’s leaders drew on their extensive knowledge of issues that affect revenue performance gained over […]

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Hidden Margin Opportunities – Where to Find Them

All too often companies find there is limited opportunity for driving significant top-line revenue growth from their current customer base.  While this might be true, looking below the surface may yield opportunities to expand margins from that same customer base. To uncover such opportunities, ask the following questions: Is there an effective pricing strategy in […]

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How Important Is Price – Depends How You Ask

Customer research investigating buyer values, the needs and attitudes that drive purchase decisions, is a standard item in the marketer’s tool kit.  After all, understanding the relative importance of different decision factors is essential to effectively segmenting the market and positioning the business to win against the competition. Price needs to be one of the […]

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