Beyond the Black Box in Pricing
Boston Consulting Group,
2021
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In the past, pricing was the Wild West, with a floor, a ceiling, and very little else to guide a sales team besides years of experience and strong gut instincts. When algorithms came along, companies thought they might take the human instinct – and therefore, the human error – out of pricing. But salespeople resented feeling like order takers rather than trusted professionals and balked at an algorithm doing their job. Most companies are now pursuing a human-talent, tech-informed hybrid, and according to the Boston Consulting Group, “smart pricing authority” might be the answer they’re looking for.
Take-Aways
About the Authors
Jeff Robinson and Rodrigo Garcia Escudero work in the Atlanta office of the Boston Consulting Group.
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