This one is the 4 of Spades from the Selling Value card deck. Every time a salesperson gets in front of a procurement officer, a
Jens Hentschel‘s passion is B2B relationship management and is especially interested in the interaction between the two sides at the negotiation table: buyers and
This is an Impact Pricing Blog published on May 4, 2023, turned into an audio podcast so you can listen on the go. Read Full
It is humorous when some companies say they use Value Based Pricing. Usually, these are the ones that recently stopped using cost-plus pricing, so they
This one is the 5 of Diamonds from the Selling Value card deck. We typically give our salespeople some level of discount authority. And the
Alessandro Monti is a pricing enthusiast and expert on all topics related to monetization, conversion, upselling, digital pricing, price management, and business and pricing
This is an Impact Pricing Blog published on April 27, 2023, turned into an audio podcast so you can listen on the go. Read Full
Most companies I work with use the phrase “land and expand.” Land means to win more new customers. Expand means getting your current customers to
