The Value of a Feature: How to Create Value Tables
April 25, 2024
Several recent posts mentioned Value Tables, and a couple of people asked about them. Value Tables are a systematic and powerful framework to estimate the
Category: Blog
B2B Market Research Is Overrated
April 18, 2024
Market research is a valuable tool. But a lack of it is NOT keeping you from getting paid what you deserve. In fact, if a
Value for Buyer Personas
April 11, 2024
In the B2B world, value is measured in incremental profit. If you are selling to other businesses, you should know how your company helps their
Expert-Approved Pricing Insights at Your Fingertips: Discover Our Custom Pricing GPT
April 4, 2024
Where should you turn when you have burning pricing questions? Obviously, I want the answer to be me. I love helping companies with all of
Show Me The Value!
March 28, 2024
I rarely remember movies, but there are a few classic scenes that stick in my head. One of those is the scene in the 1996
A Value Perception Gap
March 21, 2024
Last weekend, I saw Brent Adamson, co-creator of The Challenger Sale, deliver a keynote. He did something that resonated with me and will hopefully do
Using Value to Break Down Silos
March 14, 2024
For several years I’ve conducted “Pricing” bootcamps for companies and PE firms. Although they usually hire me to effect pricing strategy, what we really do
To Fee or Not To Fee? That is the Question
March 7, 2024
A client recently asked me about adding a credit card fee to their customers’ payments. Since most of their customers pay less than $10/transaction, the
Your Inward Focus Causes Horrible Decisions
February 29, 2024
As a leader of your organization, what do you focus on? I bet if you’re being honest, it’s generally internal. You focus on your employees.
Fear Stymies Your Growth
February 22, 2024
You hold the most powerful, the most profitable business lever in your hand, and you’re afraid to use it. Raising Prices. Sure, you may have
