Category: Blog

Adopt Price Segmentation

I often say, “Price segmentation is the second most profitable pricing decision any company can make.”  We posted this recently as a meme and a

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Buyer’s Value Journey Map

How do customers go from realizing they have a problem to buying a solution?  Many marketing people and courses talk about the buyer’s journey.  Heck,

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To Fee or Not to Fee?

A friend who runs a business recently changed her pricing (without talking to me first, ugh.)  One thing she did was add a $10 service

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The Power of Economic Value

Customers’ willingness to pay is always a function of their perception of value.  Always! The problem is value is such an ambiguous concept.  How much

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Data and/or Value

I love data! Executives love having data to help make decisions. As a pricing geek, there is nothing better (almost) than watching an ASP trend go up

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Selling Value

My new book is out! My new book is out! Yes, even though it’s my third, this one just gets me so excited.  Please indulge me to

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