Sebastian Wrobel's guest appearances

Sebastian Wrobel

Impact Pricing

Kirk Bowman

Blair Enns

Patrick Campbell

Bill Wilson

Jeff Robinson

Scott Miller

Paul Klein

David Newman

Wendy Johnson

Tim Williams

Ian McHenry

Steve Johnson

Steve Wilkins

Kyle Poyar

Robbie Kellman Baxter

OwlTail

Sebastian Wrobel is an energetic and passionate professional leader, helping companies achieve value and pricing excellence. Pushing digital transformation into lasting integration. Experienced in working closely with the C-suite and senior stakeholders to elaborate and drive major profit &amp; growth optimisation plans. Building high performing teams by leveraging a collaborative and data driven leadership approach. In this episode, Sebastian provides valuable insights on how to create the perfect title for a pricing book. The goal of which is to capture the attention of individuals driving pricing within a company.   What you will learn from this episode:  Understand the discovery process of value generation to come up with best pricing strategies Gain a deep understanding about value and pricing as Mark and Sebastian carefully examine various book titles on the subject Understand the discovery process around value and pricing    "Start your [pricing] journey wherever you are, and accelerate on your journey wherever you are. The investment is paying off, always." - Sebastian Wrobel   Topics Covered: 01:17 - A quick fun story on how he got lost for two days in the mountains 01:55 - What got him into pricing? 03:02 - Valugram as a company -- what it does 07:30 - What most companies are missing out on in regard to value and pricing 08:04 - Understanding the 'discovery process' 11:06 - Thoughts on value and pricing as understood by experts in their own fields 13:31 - Gaining business confidence 15:59 - Challenging the idea behind this title for a book: The Secret to Skyrocketing Profit 18:45 - Feedback on this title - Leveraging Value: CEO's Blueprint for Driving Profits 22:40 - Will addressing CEOs in the book title encapsulates all other people who are driving pricing other than the CEOs? 24:53 - An analysis of the title - The Power of Value: The CEO's Secret Weapon to Driving Profits 30:57 - Sebastian's pricing advice 31:25 - How to connect with Sebastian   Key Takeaways: “Value selling is not applicable to all products. Neither all client segments. Where it is applicable, you should do it properly.” - Sebastian Wrobel "Gartner study shared that this is the critical aspect about winning deals, enabling buyers to make a decision in the right one." - Sebastian Wrobel "As pricing people, we tend to think in profits. But for me, leveraging value is more. Not only profit, but it's about driving revenue, top line growth, and also customer loyalty." - Sebastian Wrobel   Connect with Sebastian Wrobel:  LinkedIn: https://www.linkedin.com/in/sebastian-w/ Website: https://pricingworks.io/ Website: https://www.valugram.com/    Connect with Mark Stiving:  LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com 

Sebastian Wrobel is an energetic and passionate professional leader, helping companies achieve value and pricing excellence. Pushing digital transformation into lasting integration. Experienced in working closely with the C-suite and senior stakeholders to elaborate and drive major profit &amp; growth optimisation plans. Building high performing teams by leveraging a collaborative and data driven leadership approach. In this episode, Sebastian provides valuable insights on how to create the perfect title for a pricing book. The goal of which is to capture the attention of individuals driving pricing within a company. What you will learn from this episode: <ul> <li>Understand the discovery process of value generation to come up with best pricing strategies</li> <li>Gain a deep understanding about value and pricing as Mark and Sebastian carefully examine various book titles on the subject</li> <li>Understand the discovery process around value and pricing</li> </ul> "Start your [pricing] journey wherever you are, and accelerate on your journey wherever you are. The investment is paying off, always." - Sebastian Wrobel Topics Covered: 01:17 - A quick fun story on how he got lost for two days in the mountains 01:55 - What got him into pricing? 03:02 - Valugram as a company -- what it does 07:30 - What most companies are missing out on in regard to value and pricing 08:04 - Understanding the 'discovery process' 11:06 - Thoughts on value and pricing as understood by experts in their own fields 13:31 - Gaining business confidence 15:59 - Challenging the idea behind this title for a book: The Secret to Skyrocketing Profit 18:45 - Feedback on this title - Leveraging Value: CEO's Blueprint for Driving Profits 22:40 - Will addressing CEOs in the book title encapsulates all other people who are driving pricing other than the CEOs? 24:53 - An analysis of the title - The Power of Value: The CEO's Secret Weapon to Driving Profits 30:57 - Sebastian's pricing advice 31:25 - How to connect with Sebastian Key Takeaways: “Value selling is not applicable to all products. Neither all client segments. Where it is applicable, you should do it properly.” - Sebastian Wrobel "Gartner study shared that this is the critical aspect about winning deals, enabling buyers to make a decision in the right one." - Sebastian Wrobel "As pricing people, we tend to think in profits. But for me, leveraging value is more. Not only profit, but it's about driving revenue, top line growth, and also customer loyalty." - Sebastian Wrobel Connect with Sebastian Wrobel: <ul> <li>LinkedIn: <a href="https://www.linkedin.com/in/sebastian-w/" rel="nofollow" target="_blank">https://www.linkedin.com/in/sebastian-w/</a></li> <li>Website: <a href="https://pricingworks.io/" rel="nofollow" target="_blank">https://pricingworks.io/</a></li> <li>Website: <a href="https://www.valugram.com/" rel="nofollow" target="_blank">https://www.valugram.com/</a></li> </ul> Connect with Mark Stiving: <ul> <li>LinkedIn: <a href="https://www.linkedin.com/in/stiving/" rel="nofollow" target="_blank">https://www.linkedin.com/in/stiving/</a></li> <li>Email: <a href="mailto:mark@impactpricing.com">mark@impactpricing.com</a></li> </ul>

Brainstorming the ‘Ultimate Pricing Book Title’ with Sebastian Wrobel

Sebastian Wrobel is an energetic and passionate professional leader, helping companies to achieve value and pricing excellence. In order to achieve lasting integration, he is pushing digital transformation. In addition, he has extensive experience working closely with the C-suite and senior stakeholders to formulate and implement major profit and growth optimization plans. In addition, he leverages a collaborative and data-driven leadership approach to build high performing teams.   In this episode, Sebastian highlights pricing’s role in sales negotiations.     Why you have to check out today's podcast:   Learn why Pricing people are expert negotiators, a good business partner and advisor to sales in negotiations    Find out how to negotiate sales more effectively with value levers    Understanding procurement's role in negotiating the best deal     “Pricing people can do, they can deliver regularly on trainings, at least to create awareness and ability to understand the commercial levers that salespeople could leverage.”   - Sebastian Wrobel   Topics Covered: 01:13 - Relating an incident that got him started in Pricing 01:55 - Getting addicted to Pricing 03:10 - The extent to which Pricing people should be involved in sales negotiations 04:30 - What is in Pricing people that makes them a good part in the negotiation 07:27 - The point you need a professional negotiator to help sales in the negotiation 08:43 - How from the nature of their roles pricing people are professional negotiators 11:22 - Misconceptions about negotiations and the importance of preparing for it beforehand 15:51 - What do pricing people need to have to be effective in negotiation 18:09 - Value drivers that have commercial impact you can use to negotiate with big customers 21:33 - The ‘negotiation jacket’ and the role play involved in negotiation by procurement people 24:55 - Using all levers in negotiation to get the best outcome 27:00 - Sebastian’s best pricing advice that could greatly impact one’s business   Key Takeaways: “The underlying assumption is that in the negotiation, you discuss value. And in fact, you need to know the value for the client much earlier before you go into a negotiation. So, this is the first maybe misconception about negotiation that you negotiate the value at the event of the negotiation. That happens much earlier.” - Sebastian Wrobel “To be effective in pricing, you need to have empathy with sales, with your sales team.” - Sebastian Wrobel “And I think pricing can help both in the preparation in delivering the data and developing the commercial strategies negotiation, but also being a neutral negotiation partner that is less emotional, and can help on the commercial and objective parts in the negotiation.” - Sebastian Wrobel “There are many kinds of tools in negotiations. Once you learn them, it's by far not as complicated as sometimes perceived. But you need to understand the toolbox, and you need to be able to use it. I'm personally convinced that pricing people has the skill. And once they get comfortable with the toolbox, they can be really good business partners and advisors to sales in negotiation.” - Sebastian Wrobel   Connect with Sebastian Wrobel:  Email: wrobel@pricingworks.io LinkedIn: https://www.linkedin.com/in/sebastian-w/    Connect with Mark Stiving:   Email: mark@impactpricing.com LinkedIn: https://www.linkedin.com/in/stiving/ 

Sebastian Wrobel is an energetic and passionate professional leader, helping companies to achieve value and pricing excellence. In order to achieve lasting integration, he is pushing digital transformation. In addition, he has extensive experience working closely with the C-suite and senior stakeholders to formulate and implement major profit and growth optimization plans. In addition, he leverages a collaborative and data-driven leadership approach to build high performing teams.   In this episode, Sebastian highlights pricing’s role in sales negotiations.   Why you have to check out today's podcast: <ul> <li> Learn why Pricing people are expert negotiators, a good business partner and advisor to sales in negotiations  </li> <li> Find out how to negotiate sales more effectively with value levers  </li> <li> Understanding procurement's role in negotiating the best deal </li> </ul> “Pricing people can do, they can deliver regularly on trainings, at least to create awareness and ability to understand the commercial levers that salespeople could leverage.”   - Sebastian Wrobel Topics Covered: 01:13 - Relating an incident that got him started in Pricing 01:55 - Getting addicted to Pricing 03:10 - The extent to which Pricing people should be involved in sales negotiations 04:30 - What is in Pricing people that makes them a good part in the negotiation 07:27 - The point you need a professional negotiator to help sales in the negotiation 08:43 - How from the nature of their roles pricing people are professional negotiators 11:22 - Misconceptions about negotiations and the importance of preparing for it beforehand 15:51 - What do pricing people need to have to be effective in negotiation 18:09 - Value drivers that have commercial impact you can use to negotiate with big customers 21:33 - The ‘negotiation jacket’ and the role play involved in negotiation by procurement people 24:55 - Using all levers in negotiation to get the best outcome 27:00 - Sebastian’s best pricing advice that could greatly impact one’s business Key Takeaways: “The underlying assumption is that in the negotiation, you discuss value. And in fact, you need to know the value for the client much earlier before you go into a negotiation. So, this is the first maybe misconception about negotiation that you negotiate the value at the event of the negotiation. That happens much earlier.” - Sebastian Wrobel “To be effective in pricing, you need to have empathy with sales, with your sales team.” - Sebastian Wrobel “And I think pricing can help both in the preparation in delivering the data and developing the commercial strategies negotiation, but also being a neutral negotiation partner that is less emotional, and can help on the commercial and objective parts in the negotiation.” - Sebastian Wrobel “There are many kinds of tools in negotiations. Once you learn them, it's by far not as complicated as sometimes perceived. But you need to understand the toolbox, and you need to be able to use it. I'm personally convinced that pricing people has the skill. And once they get comfortable with the toolbox, they can be really good business partners and advisors to sales in negotiation.” - Sebastian Wrobel Connect with Sebastian Wrobel: <ul> <li>Email: <a href="mailto:sebastian.wrobel@pricingworks.io">wrobel@pricingworks.io</a></li> <li>LinkedIn: <a href="https://www.linkedin.com/in/sebastian-w/" rel="nofollow" target="_blank">https://www.linkedin.com/in/sebastian-w/</a></li> </ul> Connect with Mark Stiving:  <ul> <li>Email: <a href="mailto:mark@impactpricing.com">mark@impactpricing.com</a></li> <li>LinkedIn: <a href="https://www.linkedin.com/in/stiving/" rel="nofollow" target="_blank">https://www.linkedin.com/in/stiving/</a></li> </ul>

Pricing and Sales Negotiation Skills: How to Close More Deals with Sebastian Wrobel