Episode 21: Removing the Emotion – Post-COVID Revenue Leadership

Date Published: September 10, 2020

Welcome back to the Unconstrained Conversations podcast. In this episode, Klaus Kohlmayr speaks with Dave Roberts. After 23 years of developing and leading the global revenue management and pricing function at Marriott, Dave now teaches the next generation of revenue leaders at the Cornell School of Business. In this episode, Dave and Klaus discuss:

  • The current state of the industry and projections for the near future
  • The high cost of pricing mistakes during a downturn and how taking the emotion out of your forecast is critical
  • The importance of finding balance between relying on technology and revenue leaders to drive the best outcomes
  • Advice for revenue managers dealing with the current industry downturn
  • Advice for future revenue leaders nervous about their industry debut during a downturn

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