B2B Reimagined

Do you know the true reason "why someone should buy x from you at y price?"

Our first guest of 2022 has made it his business to help B2B companies define, communicate and, ultimately, sell their value proposition for more than 20 years. Jose Palomino, president of Value Prop Interactive, joined host Barrett Thompson for a rollicking conversation about the state of B2B sales. The two go back and forth on what has changed and what hasn't, what separates the A players from the B players, and how software can help sellers meet quota while staying true to their stated value-driven mission.

Barrett was also recently a guest on episode #75 of The Revenue Throughput Podcast. Listen to Jose's show here: The Revenue Throughput Podcast

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Digital commerce and self-service channels may grab all the headlines, but your B2B sales team remains critical to building a satisfying customer experience, in both manufacturing and distribution. Yet it's becoming tougher each year for sales reps to live up to that responsibility. With the so-called 'great resignation' upon us, how can you ensure continuity despite attrition? How can you best onboard new reps to succeed while providing customers with the service they expect?

Kerry Hudson, vice president of North America sales at Conga, has a unique vantage point on the topic, as she runs a large team of sellers that bring sales and revenue operations products to market. Kerry joined Zilliant Chief Marketing Officer Lindsay Duran for a candid discussion on the people, processes and products that enable a modern B2B sales team to develop mutually beneficial customer relationships in the digital era.

Watch the on-demand webinar that Zilliant and Conga created earlier this year: "Solving for Quoting & Pricing Complexity in Enterprise B2B."

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Inflation is the dominant trend in B2B pricing circles as 2021 draws to a close. While costs will continue to rise - by how much and for long is anyone's guess - can you actually use this crisis as an opportunity to bring your pricing practice up a level and become more profitable?

We asked Dick Sobel, director of analytics for PricePoint Partners, this and much more on today's episode. A pricing industry veteran and longtime friend of Zilliant, Dick brought insights to the table gleaned from past inflationary periods and shared the perspective of both the pricer and the pricing consultant. You might be surprised by the potential opportunity hiding behind the specter of inflation.

In addition, host Barrett Thompson quizzed Dick on how to "close the pricing loop" with data-driven analytics and the best way to approach discount management.

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On today's episode, we bring back Zilliant SVP of Products & Science Pete Eppele to discuss our latest product innovation, Real-Time Pricing Engine™. Pete and host Lindsay Duran describe the history of pricing engines inside B2B companies and explain why they are being overwhelmed by the increased volume of pricing requests and demand for dynamic pricing.

Zilliant Real-Time Pricing Engine is a robust API service that can serve as a company's pricing system of record with the ability to perform complex calculations on demand, including external data lookups and automated negotiation. Listen to hear about how this offering complements a company's existing ERP to deliver dynamic prices and product recommendations to any commercial system.

Read the article mentioned in the episode here:

What is a Real-Time Pricing Engine?

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Zilliant Vice President of Customer Success Nathan Rabold returns for his second guest appearance on the podcast, this time going deep on a topic near and dear to his team's work: effective change management.

Sometimes overlooked, this foundational process makes the difference between success and disappointment for any major B2B commercial transformation. Years of pricing and sales implementations have honed the Zilliant approach to change management, and Nathan explains each of Zilliant's eight drivers of benefit that are crucial to each project.

Listen to learn why getting organizational change right is particularly important given the recent market turmoil caused by tariffs, COVID-19, inflation and supply chain disruption.

Watch Nathan's on-demand webinar: "Accelerating Value with Effective Change Management"

Register for MindShare Europe

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Ardent Mills is North America's largest flour milling company, feeding approximately 100 million people every day by way of its 40 processing plants and 2,400 essential workers.

Ryan Almos, strategic pricing leader at Ardent Mills, joined us on this episode to discuss the dynamics of the food production industry, his team's role in enabling sales, and how the company has simplified its pricing approach.

Register for MindShare Europe

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Register for MindShare Europe!

We are thrilled to be back in person for MindShare Europe, the industry's top B2B pricing and sales conference, on 30 November in Paris, France. In this episode, Zilliant Chief Marketing Officer Lindsay Duran interviews Vice President, EMEA Michel Safi about what attendees can expect from the event.

Hear about the three customers that will be speaking, plus the partner-led sessions and the Zilliant product demonstration that will be featured. There will also be plenty of opportunities for networking face-to-face throughout the conference and at the welcome reception on 29 November.

Limited space is still available so don't hesitate to register!

Register for MindShare Europe

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We welcome Tata Consultancy Services (TCS) Enterprise Architect Prashant Garg, who specializes in Quote-to-Cash, to the show to talk all things manufacturing and CPQ. Given the recent industry upheavals and the scramble to digitize commercial processes, Garg and host Barrett Thompson describe the urgency of CPQ, how advanced price optimization fits in to a full solution and what advice they give customers on how to navigate future disruptions in the industry.

Learn about how both manufacturers and their customers achieve financial, experiential and process-driven benefits from modern CPQ.

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Returning guest David Moss, partner at pwc, drops by to dispel a common myth about revenue growth management: it's not just applicable in consumer markets. In fact, the concept is widely relevant for B2B companies, who thrive on analytical insights into sales and marketing every bit as much as their B2C counterparts do.

In this episode, David describes the six pillars of successful revenue growth management in B2B, and how each is enhanced by a combination of pricing/rebate management software and business strategy.

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We welcome to the show Mark Stiving, host of the fantastic Impact Pricing podcast, to pick his brain about the B2B subscription pricing model. Mark literally wrote the book on this topic – the upcoming "Win Keep Grow" – so it's a must-listen for anyone looking to shift all or part of their traditional business to subscription.

Mark and host Lindsay Duran discuss why subscription pricing is on the rise in B2B, as well as the many advantages and potential challenges involved in embracing a subscription strategy. Learn why it's such a colossal business model and culture shift, and how those that grow revenues fastest are always actively managing the three revenue buckets (acquisition, retention, expansion).

Pre-order "Win Keep Grow" now.

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