In this episode of Talking Industrial Automation, host Lisa Richter sits down with Brian Doyle, CEO of Holden Advisors, to explore how B2B companies—especially in manufacturing and industrial sectors—can unlock growth through value-based pricing. Brian shares insights on navigating market uncertainty, communicating across generational teams, and tackling challenges like tariffs and inflation with pricing strategies that stick.
Key Takeaways:
- Why value-based pricing outperforms cost-plus models
- How to assess your company's pricing power
- Common pricing pitfalls during market disruptions
- The importance of segmenting customers by price sensitivity
- Tips for sales teams to defend pricing and reduce unnecessary discounting
Tune in to learn how pricing can become your company's most powerful growth lever.
P.S. The Show is always looking for guests! You do need to be part of a company that is a CSIA member with a Gold profile or higher on the CSIA Industrial Exchange but other than that, you are welcome to join this show. Contact Lisa Richter if you are interested. (Linkedin here)
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