Impact Pricing Blog

The Strategic Hot Dog

When running a pricing organization, I recall salespeople coming back to HQ to justify a deep discount for a customer.  The #1 claim, “They are

Read More

Raise Prices Now!

Inflation is here.  It’s time to raise prices.   OK, all good pricing professionals know that costs don’t drive pricing. Willingness to pay drives pricing.  Sure

Read More

Value-Based Prospecting

Prospecting is the act of filling a salesperson’s workload.  Salespeople can only work on so many deals at a time.  When they have open time,

Read More