Impact Pricing Blog
Written by a Human!
Pros and Cons of Price Variance
One of my favorite pricing tools is a scatter plot. It’s simply a graph of deals with discount on one axis and deal size on
Defining Value
Value is ambiguous. People think they know what they mean when they say it, but it has so many different meanings. A couple of years
Which Business Do You Want?
Quartz had an article on Unilever’s sales of ice cream. This graph tells an interesting story. In the beginning of 2022, notice there was little
Pricing, Usage, and Value Metrics
A “pricing metric” is what you charge for. Think of it as what you put on the invoice or receipt. All companies (with revenue) have
Why Do They Buy?
Last week I had the pleasure of working with a company whose CEO had been to a pricing bootcamp and asked me to do a
It’s Too Expensive!
One reason people don’t buy from us is because they think our product is too expensive. Maybe they are right … for them. Maybe they
