My favorite books to make an impact in your organization through pricing

Why am I passionate about this?

I’ve been working in value-based pricing for over 20 years and I’ve seen firsthand how it can transform a company’s profits when done right and executed properly through sales. While the specific strategies and tactics vary across industries, company size, and product offerings, many of the foundations and logic behind those strategies can be learned, and must be understood in order to grow a company’s revenue and profit growth in today’s markets. I’d love to connect about any of these topics – feel free to reach out on LinkedIn!


I wrote...

Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation

By Reed K. Holden, Jeet Mukherjee,

Book cover of Pricing with Confidence: Ten Rules for Increasing Profits and Staying Ahead of Inflation

What is my book about?

Inflation is steadily and (not so) slowly eating into your profit margins. Simultaneously, your sales teams are using discounts and rebates as crutches to help them close sales, even as this habit threatens the profitability of your business.

In this book, the authors deliver a compelling argument against the conventional view that there is a tension between revenue growth and profit growth, including: the importance of a sound pricing strategy to protect profits; how stellar analytics and quality metrics can help you set the perfect price; innovation as the life blood of organizational growth; how to set sales team and customer expectations, keep valuable customers, and achieve value from technology; and building your “selling backbone” to prepare for tough negotiations and draft profitable RFPs.

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The books I picked & why

Book cover of Good to Great: Why Some Companies Make the Leap and Others Don't

Jeet Mukherjee Why did I love this book?

This book keeps companies focused on what’s important.

It walks through how to hire for character, and ways to think about hiring the right kind of leaders who can develop skills (rather than the other way around), and building a company from that strong foundation. For pricing and building pricing power, it’s important to know what your company’s core capabilities are and to stay hyper-focused on them.

As leaders challenge themselves to innovate, the book emphasizes using technology to execute your core capabilities more effectively, without chasing the technology (e.g. AI) and losing sight of your core value.

By Jim Collins,

Why should I read it?

12 authors picked Good to Great as one of their favorite books, and they share why you should read it.

What is this book about?

________________________________
Can a good company become a great one? If so, how?

After a five-year research project, Jim Collins concludes that good to great can and does happen. In this book, he uncovers the underlying variables that enable any type of organisation to make the leap from good to great while other organisations remain only good. Rigorously supported by evidence, his findings are surprising - at times even shocking - to the modern mind.

Good to Great achieves a rare distinction: a management book full of vital ideas that reads as well as a fast-paced novel. It is widely regarded…


Book cover of The Strategy and Tactics of Pricing: A Guide to Profitable Decision Making

Jeet Mukherjee Why did I love this book?

While pricing has evolved in many ways, the tenets of this book will be referenced in nearly every modern-day pricing strategy.

It’s important to understand these foundations and their logic as you build out your own strategy. The book walks through the effects of price, how it reflects on your brand, and the art of price setting and differential value as important parts of the broader picture of pricing.

By Thomas Nagle, Reed Holden,

Why should I read it?

1 author picked The Strategy and Tactics of Pricing as one of their favorite books, and they share why you should read it.

What is this book about?

Practical in focus and lively in style, this book provides a comprehensive, managerially-focused, integrated, step-by-step guide to pricing analysis and strategy development. Numerous walk-through examples show how companies successfully or unsuccessfully implement pricing strategies. Strategic Pricing; Costs; Financial analysis; Customers; Competition; Price-center strategy; Life Cycle Pricing; Managing Value Perceptions; Segmented Pricing; Pricing in and through Distribution Channels; Competitive Advantages; Customer Research for Pricing; The Law and Ethics. For Marketing Managers, Product Managers, Managers of Pricing, Managers of Strategic Planning.


Book cover of Getting Price Right: The Behavioral Economics of Profitable Pricing

Jeet Mukherjee Why did I love this book?

This book takes a deeper look into the psychology of choices and pricing.

It helps provide more context and understanding around some familiar tactics and what drives buyer’s decisions. While price setting can be a technical activity, leaders need to understand the softer/behavioral skills to sell that price both internally and externally. Both components are important in order to get your pricing right.

By Gerald Smith,

Why should I read it?

1 author picked Getting Price Right as one of their favorite books, and they share why you should read it.

What is this book about?

Winner, 2022 Leonard L. Berry Marketing Book Award, American Marketing Association

How do leaders, managers, and proprietors go about the essential task of setting prices? What biases enter into this process, and why? How can a business debias its price setting to become more productive, strategic, and profitable?

Combining perceptive insights from behavioral economics with leading-edge ideas on price management, this book offers a new approach to pricing. Gerald Smith demonstrates why understanding, reframing, and refining everyday pricing processes-a firm's or manager's pricing orientation-results in a better long-term pricing strategy. He explores how pricing actually happens in practice and shows…


Book cover of Competitive Strategy: Techniques for Analyzing Industries and Competitors

Jeet Mukherjee Why did I love this book?

Porter’s five forces have been around a long time–and they’re an important and timeless framework for strategy.

It helps companies focus on where to improve as they look to dominate a market, understanding the ecosystem of competitive threats, entrants, and substitutes.

By understanding what contributes to your pricing power and knowing your stance in different environments, leaders will learn to discern what your pricing power is and how to build and maintain it over time.

By Michael E. Porter,

Why should I read it?

2 authors picked Competitive Strategy as one of their favorite books, and they share why you should read it.

What is this book about?

Now nearing its sixtieth printing in English and translated into nineteen languages, Michael E. Porter's Competitive Strategy has transformed the theory, practice, and teaching of business strategy throughout the world.

Electrifying in its simplicity-like all great breakthroughs-Porter's analysis of industries captures the complexity of industry competition in five underlying forces. Porter introduces one of the most powerful competitive tools yet developed: his three generic strategies-lowest cost, differentiation, and focus-which bring structure to the task of strategic positioning. He shows how competitive advantage can be defined in terms of relative cost and relative prices, thus linking it directly to profitability, and…


Book cover of Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

Jeet Mukherjee Why did I love this book?

This is the logical next step in value-based building blocks.

Learning simple negotiation approaches is essential for go-to-market capability building so teams can defend their prices and get paid for the value they deliver. In order for us to sell the price we came up with, we need to understand the various types of people we’re selling to.

The book discusses how to frame value and price appropriately in order to get the most out of realized price, training customers to realize price over time and negotiating more effectively in both the short- and long-term scenarios of customer relationships.

By Reed Holden,

Why should I read it?

1 author picked Negotiating with Backbone as one of their favorite books, and they share why you should read it.

What is this book about?

Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field…


You might also like...

The Managing People Practice Manual

By Neil Thompson,

Book cover of The Managing People Practice Manual

Neil Thompson Author Of The Managing People Practice Manual

New book alert!

Why am I passionate about this?

Author Writer Educator Adviser

Neil's 3 favorite reads in 2023

What is my book about?

This manual addresses the need to ensure that people are at the centre of the organisation. There has never been a timelier reminder of the need to ensure that leading, supporting and developing staff are critical aspects of creating the right organisational culture to grow and develop. Written with sensitivity, it brings together essential learning and underpinning theoretical knowledge and frameworks to promote effective practice.

This is an essential handbook for managers and leaders who want to develop the full potential of their people. It not only covers the fundamental issues of human resource management, but also highlights important topics that organisations find difficult to address, such as empowerment, stress management, mental health, equality, diversity, inclusion, and the promotion of well-being at work.

The Managing People Practice Manual

By Neil Thompson,

What is this book about?

It is refreshing to come across an HR book that bridges the gap perfectly between the academic theory and the practicality of ‘how to do it'. Dr Neil Thompson takes us on a humanistic journey that genuinely captures the human dimension of people management. This is an extremely helpful manual full of important and practical information about promoting well-being to achieve the best outcome for various everyday people management issues. The easy-to-understand inclusive language of this book calls to anyone interested in people management, meaning this is a perfect book for students, HR leaders, and practitioners. I know I will…


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5 book lists we think you will like!

Interested in pricing, decision making, and sales?

10,000+ authors have recommended their favorite books and what they love about them. Browse their picks for the best books about pricing, decision making, and sales.

Pricing Explore 19 books about pricing
Decision Making Explore 80 books about decision making
Sales Explore 60 books about sales