Blogcast #74: Qdoba Knows their Buyer’s Decision Journey
September 30, 2022
This is an Impact Pricing Blog published on August 24, 2022, turned into an audio podcast so you can listen on the go. Read Full
Month: September 2022
Reading Buyers’ Minds
September 28, 2022
I wish I could read people’s minds. Don’t you? Of course, we can’t, but what if we can get closer? What if we can get
Memecast #77: King of Hearts: Value-based Pricing is Impossible
September 28, 2022
This one is the King of Hearts from the Selling Value card deck. It’s true, value-based pricing is impossible because value-based pricing simply means charge
Ep191: Finding Value in the First Call: Asking the Right Questions with Bryan Whittington
September 26, 2022
Bryan Whittington is the founder of ebs/growth, a firm that helps companies create a more effective sales team. Also, he is the host of the
Blogcast #73: Training Salespeople
September 23, 2022
This is an Impact Pricing Blog published on August 17, 2022, turned into an audio podcast so you can listen on the go. Read Full
Value-Based Prospecting
September 21, 2022
Prospecting is the act of filling a salesperson’s workload. Salespeople can only work on so many deals at a time. When they have open time,
Memecast #76: King of Spades: The Most Profitable Pricing Strategy
September 21, 2022
This one is the King of Spades from the Selling Value card deck. It’s true, value-based pricing is the most profitable pricing strategy you can
Ep190: How Airlines, Hotels, and Cruises Price their Services with Dinaz Zaq
September 19, 2022
Dinaz Zaq is the Director at Revenue Pricing Consultants in London, the “home of revenue management and pricing expertise” that focuses on increasing profitability through
Blogcast #72: Discovered Value
September 16, 2022
This is an Impact Pricing Blog published on August 10, 2022, turned into an audio podcast so you can listen on the go. Read Full
How to Give Salespeople Discount Authority
September 14, 2022
In the last two weeks, I described why you shouldn’t and why you should give the authority to discount prices to salespeople. This week,
