Author: Mark Stiving

(843 words – 7 min) Your salespeople discount too much. They want the sale. They often want the sale at any cost, including the cost

(882 words – 7 min) Every purchase has one thing in common: A potential buyer looks at the price of a product and compares it

(677 words – 5 min) Pricing, like many fields, is both a science and an art. Many pricing professionals focus on the science side using

(889 words – 7 min) The most common sales compensation is a base pay plus a commission rate as a percentage of the revenue. The

(776 words – 6 min) Growing a traditional or transactional business may not have been easy, but it was easy to understand. Create great products.

(976 words – 8 min) Value-based pricing is an extremely simple concept: Charge what your customers are willing to pay. This is the perfect profit

(842 words – 7 min) How do buyers choose what to buy? A purchase decision can be broken up into two processes, rational and irrational.