The ability to have a value conversation is an incredibly powerful skill. Usually, salespeople use this tool, but product managers, marketers, and pricing people can also
Kate Mandrell is a trusted executive with a demonstrated track record of over-delivering promised business results in large-scale commercial transformations on leading-edge marketing & sales
This is an Impact Pricing Blog published on October 27, 2021, turned into an audio podcast so you can listen on the go. Read Full
Too much revenue, profit, and value are given away to procurement agents. This absolutely means that salespeople need to become better at negotiating and at selling
Nobody cares about your features. They only care about what value your features provide them. That happens to be one of my favorite sayings. ‘Nobody
Joe Woodard’s vision is to “transform small businesses through small business advisors.” And in the service of that vision, he and his team educate, coach,
This is an Impact Pricing Blog published on October 20, 2021, turned into an audio podcast so you can listen on the go. Read Full
I hate the word commodity. When I see product managers or marketers or salespeople using it, it makes me think they’re lazy. It makes me
Last week we talked about how hard it is for individuals to focus on customer value. If you think it’s hard for one person, try getting
