Commercial Exchange: Making price changes stick

Following on from the Commercial Exchange session in January which focused on how to manage pricing in an inflationary environment, feedback from the portfolio has been that the biggest challenge to making price changes stick is enabling the sales team with the skills and confidence to have difficult customer conversations.

On a call hosted by Maria Orlowski, Inflexion Director in our Value Acceleration team focused on commercial strategy and effectiveness for our portfolio, we examined the implementation and sales enablement side of changing prices. On the call, attendees heard advice from pricing implementation expert Cliff Burgin, and Inflexion portfolio company Peach shared their journey and learnings from an ongoing pricing project.