Author: Mark Stiving

(413 words – 4 min) The first indication that you need a new pricing metric is you have customers who get massive amounts of value

(597 words – 5 min) A company or product without Product-Market Fit (PMF) is doomed to fail.  We probably all agree with that.  Products without

(347 words – 3 min) Daniel Kahneman, in his book Thinking Fast and Slow, described system 1 and system 2 thinking.  System 1 thinking is

(290 words – 2 min) Shoot me now!  A few days ago I was watching Shark Tank.  You know, porn for entrepreneurs.  One of the

(425 words – 4 min) Last week, we discussed the two ways you can grow revenue: win new customers, or grow your existing customers.  All

(319 words – 3 min) There are only two ways your company can grow.  Win new customers and get more money from your current customers.  

(360 words – 3 min) I have a ton of thoughts swirling in my head that I want to organize and put on paper to

(324 words – 3 min) Last week I had the pleasure of working with a company whose CEO had been to a pricing bootcamp and

(306 words – 3 min) Most companies I work with use the phrase “land and expand.”  Land means to win more new customers.  Expand means

(542 words – 5 min) One sales manager said to me, “Our salespeople show up and throw up.”  What he was saying is their salespeople