Top 6 – June 2012


Tim J. Smith, PhD
Founder and CEO, Wiglaf Pricing

Published June 1, 2012

Mr. Leahy (Airbus CEO) said he was “shocked” by the magnitude of Boeing’s discounts but said they won’t stick. “They’ll try it for a while and decide they could make more money at 40% with higher pricing than at 50% with low pricing.”

  1. Stop wasting sales reps time on admin.
  2. Don’t swallow the hype. A show about nothing may be a poor investment strategy. A firm in transition might be a winning investment strategy.
  3. Manage sales meetings to strategic intent.
  4. Detail and execution reigns when markets are obviously beautiful. Witness the 4G LTE evolution
  5. Define your sales strategy tightly. No “general” hopes will suffice. Who. What. When. How. And WHY.
  6. When things look bad, redefine the problem. Witness Monsanto’s glyphosate.
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About The Author

Tim J. Smith, PhD, is the founder and CEO of Wiglaf Pricing, an Adjunct Professor of Marketing and Economics at DePaul University, and the author of Pricing Done Right (Wiley 2016) and Pricing Strategy (Cengage 2012). At Wiglaf Pricing, Tim leads client engagements. Smith’s popular business book, Pricing Done Right: The Pricing Framework Proven Successful by the World’s Most Profitable Companies, was noted by Dennis Stone, CEO of Overhead Door Corp, as "Essential reading… While many books cover the concepts of pricing, Pricing Done Right goes the additional step of applying the concepts in the real world." Tim’s textbook, Pricing Strategy: Setting Price Levels, Managing Price Discounts, & Establishing Price Structures, has been described by independent reviewers as “the most comprehensive pricing strategy book” on the market. As well as serving as the Academic Advisor to the Professional Pricing Society’s Certified Pricing Professional program, Tim is a member of the American Marketing Association and American Physical Society. He holds a BS in Physics and Chemistry from Southern Methodist University, a BA in Mathematics from Southern Methodist University, a PhD in Physical Chemistry from the University of Chicago, and an MBA with high honors in Strategy and Marketing from the University of Chicago GSB.