How You Can Establish a Pricing Culture in Your Organization with Kate Mandrell

<p><strong>Kate Mandrell</strong> is a trusted executive with a demonstrated track record of over-delivering promised business results in large-scale commercial transformations on leading-edge marketing & sales topics. An inspiring leader, team builder, and impact-oriented problem solver.</p> <p>In this episode, Kate discusses how you can embed pricing into the company culture in order to gain the best price, not just for the companies benefit, also for the customers as well.</p> <p> </p> <p><strong>Why you have to check out today's podcast:</strong></p> <ul> <li>Learn how to instill a focus on pricing within your organization</li> <li>Find out how to differentiate your product and communicate your value</li> <li>Discover how to drive a transformative change within your company by partnering with salespeople to sell on value rather than price</li> </ul> <p> </p> <p align="center"><strong>"Make sure that you're not too internally focused. I think a lot of people get caught up in what are my costs? How do I manage my costs? But pricing has the ability to do so much more than just make money."</strong></p> <p align="center"><em>- Kate Mandrell</em></p> <p> </p> <p><strong>Topics Covered:</strong></p> <p>01:17 - How she learned to love pricing and has never looked back since</p> <p>02:40 - Two things that drive her to want a pricing role</p> <p>04:18 - What it takes to be successful and grow into a pricing role</p> <p>07:14 - Echoing Mark's advice on how to make one's pricing role have a great impact on the company</p> <p>08:03 - Sharing her thoughts on better word choice: 'make value a part of the culture' versus 'make pricing a part of the culture'</p> <p>09:16 - Communicating the 'attitude of value' inside the company</p> <p>11:02 - Solving the big picture rather than selling the individual pieces</p> <p>12:46 - How to go about understanding your product packaging exercise</p> <p>15:15 - Convincing salespeople of the right approach to 'sell on value'</p> <p>17:55 - Proving value-selling works even when she was not