Why you have to check out today’s podcast: 

• What does factors like leadership and influence have to do in pricing  your product and service 
• Pricing lessons you need to know to understand your business better 
• Discover how to organize your pricing leadership function for your business success 

 

Kevin Lemke is a commercial executive with a passion for fixing and creating businesses. Strong record of delivering revenue and margin upside. Career-to-date benefits generated are greater than $500M of additional margin – an average of .5% return on sales. His specialties include organizational Leadership, Innovation Strategy, Turnarounds & Business Transformation, Digital Marketing, B2B Sales, Pricing Strategy, Go-to-market Model Development, Value Proposition Development, Whitespace Identification, Organization structure development, and alignment. 

 In this episode, Kevin shares with us his expertise in setting up pricing in B2B and B2C businesses. 

 

Bring your sales guys into the conversation and have them be part of making sure that we’ve got the price, the right pricing programs, and discipline. I think they need to be part of this. They benefit. We all benefit.”

– Kevin Lemke

 

 

Get Accelerate Your Subscription Business: Your Blueprint to Packaging & Pricing for Growth Course at https://www.championsofvalue.com  

 

 

 Topics Covered: 

 

01:08 – What does he do as VP of innovation  

01:54 – How did his career in Pricing start 

03:05 – How was it like learning the systems and processes already in place at the time he entered the aviation industry 

05:20 – Thoughts about “pricing is the sales prevention team” 

06:29 – Talking about Leadership in Pricing 

07:16 – Describing his stint at Zilliant and where this company is focused at 

08:53 – Leading a pricing initiative when he got back to Dell 

10:15 – What does internal product management entail 

11:01 – Lessons he learned in pricing that helps in understanding business 

11:49 – The hard part of doing internal sales 

13:27 – Hints on how to be doing internal sales 

14:57 – What has contributed to his vast knowledge about pricing 

17:37 – What happens when we focus on value 

18:24 – What differentiates B2B pricing from B2C pricing 

19:47 – One valuable pricing advice he has 

 

Key Takeaways: 

 

“To be successful, to do things right, it’s very much a team effort, you know, and you can imagine, especially in these large fields you’re at in the center of things. So, it’s bringing a team of sales, finance, marketing, operations folks together.” – Kevin Lemke 

 

“To be successful, to do things right, it’s very much a team effort, and you can imagine, especially in these large fields, you’re at in the center of things. So, it’s bringing a team of sales, finance, marketing, operations folks together.” – Kevin Lemke  

 

 

People/ Resources Mentioned 

• Stanley Black & Decker 
• Continental Airlines 
• American Airlines 
• Dell Computer 
• Zilliant 
• Chris Mitchell 

 

Connect with Kevin Lemke: 

• LinkedIn 
• E:[email protected] 

 

 Connect with Mark Stiving  

• Email: [email protected]  
• LinkedIn  
• Twitter  
• https://www.championsofvalue.com