Why price changes fail

Episode notes

Without strong execution from client facing teams, even the best price model will underperform. In this episode of If Prices Could Talk, Tracy Dent sits down with Jeet Mukherjee (Chief Strategy Officer) and Travis Umpleby (Negotiation Master Facilitator) to unpack why price increases derail once they hit the field. This episode breaks down why price increases collapse in the real world: misaligned leadership, weak discount governance, poor preparation for pushback, and sales teams left with no tools beyond discounting. Join us for practical stories and tactics in using service levels to create choice, tightening escalation paths, and rolling out changes to decrease risk and ensure smooth execution.

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