Howard Hughes, the eccentric Hollywood playboy, inherited a fortune that was generated by his father. The other day, a podcast guest told me Hughes Senior had one of the first subscriptions, so [...]
Question: What are the ways to respond when the prospect asks for a discount and how to win a price negotiation? Answer: Cecilia, great question. The answer is easy to learn, but hard to [...]
It’s true. After loyally subscribing since the era of DVD’s, I finally unsubscribed. In this blog, I’ll first tell you what went through my mind, and then I’ll analyze it as a pricing [...]
Question (edited by me): How should we manage the perception of sales regarding the fact that production costs are just one parameter in the pricing formula? H. Answer: Hi H, Your question has [...]
Last year, we bought yet another mesh magnetic screen so our dog, Jake, could get in and out of the house without letting the bugs in. We found something that we loved. It worked great for so [...]
Javier Lombardi Question: Do you have any examples of Data Visualization for Pricing Strategy purposes. Let’s say Price vs. Volume curves or Price vs. Competitor prices, do you use this [...]
Question: Mark, for companies moving to value pricing, what advice do you have re. ensuring the whole company moves together? I worry that we spend much time promoting/explaining value pricing [...]
This article on pricing at a coffee shop in the UK is a fantastic example of the power of losses over gains. Their goal, to get more people to use their own mugs and stop throwing away paper [...]
Question: Mark, moving from a traditional pricing model (say, cost +) to a value-based model can bring challenges in sales forecasting because it is moves away from numbers sold x average [...]
This week the question was, “Why when you present your price, do buyers push back?” I have to pick a winner, which this week was hard. That’s because, even after reading all [...]
