The CEO's pricing dilemma with Chris Anderson

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If Prices Could Talk

Holden Advisors

44 episodes

4 days ago

Welcome to If Prices Could Talk, the podcast where we explore the strategies and tactics that drive effective pricing, sales, and negotiations in B2B. Join us for candid conversations with thought leaders and industry experts as we dive into what’s working, what’s changing, and how to build and sustain pricing power in today’s markets. We’ll explore tactical approaches to value-based pricing, improving sales effectiveness, and best practices for negotiating with backbone.

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The CEO's pricing dilemma with Chris Anderson

If Prices Could Talk

34 minutes 6 seconds

6 months ago

The CEO's pricing dilemma with Chris Anderson

In this episode, Chris Anderson joins Tracy Dent and Jeet Mukherjee to break down what it takes to lead a pricing transformation inside a PE-backed company.

From board pressure and sales resistance to customer risk and internal politics, Chris shares the emotional and strategic complexity of navigating pricing change - especially when the spreadsheet says one thing, and the reality says another.

Chris has over 25 years of experience in software and technology development, consulting, and executive leadership. In the last ten years, he served as CEO of AIA Contract Documents, and prior to that, was the CEO of Building Systems Design, Inc. He specializes in building and customizing software products, eCommerce, web based solutions, and technical team building and development.

We discuss:

Why pricing change feels risky for CEOs

How to keep your sales team on board
What most teams get wrong about executing a change
Managing tension between the board, the market, and your team

Connect with Chris: https://www.linkedin.com/in/chris-anderson-6267ab15

Connect with Jeet: https://www.linkedin.com/in/jeet-mukherjee-58462a1/

Connect with Tracy: https://www.linkedin.com/in/tracyleighdent/

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