Impact Pricing Blog
Written by a Human!
The Buyer’s Journey: When to Reveal the Price
When you’re having a sales conversation, at what point do you start talking about the price? Of course, the answer is “it depends”. It depends
How to Become a Pricing Expert
Today’s article is an answer to a question I received: “Hi Mark, Just to introduce myself: I started my career in a cost consultancy startup
Losing on Price
“Price” is often the default answer salespeople give when asked why they lost a deal. For a moment, let’s assume this is true. It’s still
When You Should Use Cost-Plus Pricing
Many companies use cost-plus pricing. In fact, I’d say nearly all hardware companies, and service companies with fixed costs, use cost-plus pricing in some way.
Three Lessons from a P&G Price Increase
On April 20, 2021, the Wall Street Journal published an article titled Procter & Gamble Will Raise Prices in September. Here are the first three sentences:
A Question about Pricing Models
I once had a student from one of my pricing classes email me a question about pricing models. It sparked an insightful conversation, and I