How to Incorporate Customer Experience into B2B Pricing with DeAnn Hammer

<p><strong>DeAnn Hammer</strong> is the Global Pricing Operations Manager at <a href="https://www.3m.com/">3M</a>, an industrial machinery manufacturing company that innovates with purpose and uses science every day to create real impact in every life around the world. She was originally a Marketing Manager in 3M. DeAnn was the valedictorian of her high school senior graduating class</p> <p>In this episode, DeAnn shares how she does the work of simplifying prices in a way that your customer understands as she puts emphasis on having not to negotiate once it’s properly done.</p> <p> </p> <p><strong>Why you have to check out today’s podcast:</strong></p> <ul> <li>Find out why it’s a game-changer move for you to make buying a B2C experience for clients in a world of B2B;</li> <li>Discover how simplifying pricing removes the need for negotiating prices in the market; and</li> <li>Understand how price simplification unwinds the complexity in pricing</li> </ul> <p> </p> <p align="center"><strong>“If you make customers wait, you're going to lose the sale. Process and simplicity are going to allow you to grow your business even on really mature products.”</strong><strong> </strong></p> <p align="center"><em>– DeAnn Hammer</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:53 – How DeAnn got into pricing; DeAnn as a market development manager</p> <p>03:07 – Marketers overpricing and underpricing their products</p> <p>06:34 – The difference between the roles of a pricing manager and a pricing operations manager</p> <p>08:09 – Activating pricing and making it a B2C experience in a B2B world</p> <p>12:36 – Houses and cars as the only things consumers negotiate for</p> <p>15:15 – Unwinding the complexity in pricing through price simplification</p> <p>21:00 – Determining what’s wrong with Mark’s strategy</p> <p>23:34 – Having to make tradeoffs by trying to get rid of negotiated deals</p> <p>25:32 – DeAnn’s piece of pricing advice for today’s listeners</p> <p> </p> <p><strong>Key Takeaways:</strong></p> <p>“You do