In the world of business-to-business marketing, no other topic even comes close to the buzz generated by the emergence of social media in the past couple of years. The blogosphere is full of advice on implementing a Facebook or Twitter strategy, creating your own blog or leveraging SEO and SEM to attract new customers. But aside from the buzz, has anyone actually incorporated these tools into their marketing efforts with any success? Listen to Brian Krause of Molex, Cindy Mielke of Marketing Innovators International, Matt Aldrich of Navistar, and Gary Slack of Slack & Company.

How should prices vary between customers? Should all accounts be treated equally, or should some receive preferential treatment (read: price segmentation)? What should pricing professionals know about selling? And, what should sales professionals know about pricing?

In this Wiglaf Pricing Webinar, we will examine the relationship between selling and price management in the context of captured major accounts.

Tim J Smith, PhD of Wiglaf Pricing will present The Story of Pricing: A Baker’s Dozen of Case Studies in Pricing Decisions and Outcomes.

We have all heard that prices should reflect value, but how do executives put this paradigm into action? How does the value a firm puts on the table for customers to pick-up translate into price captured through transactions? How is value reflected in price setting, price discounting, price communication, and pricing strategy?

In this The Story of Pricing: A Bakers Dozen of Case Studies in Pricing Decisions and Outcomes, we will look at over thirteen different case studies which collectively tell the story of pricing. The case studies come from industrial and consumer markets, services and goods, durables and consumables. They reflect the breadth of challenges that pricing professionals address and provide insights into the analytical approaches executives can use to address their opportunities.