Impact Pricing Blog
Written by a Human!
Markets don’t segment by industry; Buyers segment by problem.
When most companies talk about “market segments,” they really mean industries: aerospace, automotive, healthcare, etc. That’s easy, but it’s wrong. Industries are proxies, not segments.
Urgent Pricing Decisions
Pricing is incredibly important. It is what makes a company viable. It drives your near-term and long-term revenue and profit growth. It is a major
Why I Don’t Use Value Maps
Value Maps seem to be a staple in pricing. Colleagues write about them. Many teach them. In theory, they are great. I don’t use them.
Moving Hearts and Minds
Any major change to pricing strategy or tactics requires several people to cooperate, which means you need the ability to influence them. I used to
Willingness to Pay Is Not Rational
Charging what a buyer is willing to pay is the single profit-maximizing price. It’s impossible to do better. But, it’s also impossible to know exactly
Tariffs Are a Second Chance
Inflation peaked at 9.1% in June 2022. In 2023 and 2024, I was surprised to find companies that still had not raised their prices. I’m
