Pricing can truly transform organizations. The impact of pricing on organizations is a result of two factors: pricing strategy development and the implementation of these strategies. Implementation is arguably the most difficult part in the pricing strategy process where even seasoned practitioners demand guidance.

Andreas Hinterhuber is an Associate Professor at the Department of Management at Università Ca' Foscari Venezia, Italy, and has been a Partner of Hinterhuber & Partners, a consulting company specializing in pricing based in Innsbruck, Austria. He has published articles in leading journals including Journal of Business Research and MIT Sloan Management Review, and has edited many books on pricing, including Innovation in Pricing (2012), The ROI of Pricing (2014), Pricing and the Sales Force (2016), and Value First then Price (2017).

Stephan M. Liozu is Chief Value Officer of the Thales Group (www.thalesgroup.com); the Founder of Value Innoruption Advisors (www.valueinnoruption.com) - a consulting boutique specializing in value-based pricing, data monetization, and digital pricing - and he is an Adjunct Professor and Research Fellow at the Weatherhead School of Management at Case Western Reserve University, USA. Stephan sits on the Advisory Board of LeveragePoint Innovation and of the Professional Pricing Society. He is the author of multiple books about pricing, including Pricing and Human Capital (2015), and co-editor of Innovation in Pricing (2012), The ROI of Pricing (2014), and Pricing and the Sales Force (2015).

Part 1: Introduction

1. Introduction: Implementing pricing strategies

2. Implementing pricing strategies - the frameworks to drive profits by pricing actions
Andreas Hinterhuber

3. Elevating the cost of doing nothing - An interview with Mark Shafer

4. Interview: the role of the sales force in pricing strategy implementation

5. The strategic account manager as ecosystem captain - driving profits via pricing

6. Designing Sales Force Compensation Programmes to Improve Pricing Execution
Stephan M. Liozu

7. Implementing pricing strategies by developing and implementing effective discounting practices

8. Designing and Executing B2B Customer Segmentation

9. Training Programmes to Boost Pricing Execution
Stephan M. Liozu

10. Implementing a structured Pricing Strategy approach

11. Pricing large deals: Insights into capabilities and tools that help to win large deals profitably

12. Pricing to Win - A framework for strategic big decision making

13. Value Quantification - Process and Best Practices to Document and Quantify Value in B2B

14. Implementing Pricing Strategies via Quantified Value Propositions

15. Adopt Value Selling: Best Practices to Drive Sustainable Organizational Change

16. Executing Price Control in Five Simple Steps

17. Eight Best Practices to Improve Pricing Execution