Impact Pricing Blog
Written by a Human!
Defining Value: A Community Discussion
What is Value? Recently, I’ve been involved in 3 different conversations on LinkedIn about this topic. One of them I intentionally initiated because I was
How To Structure B2B Rebate Programs
Question: Hi Mark, I hope all’s well! I have an exercise I’m working on which is to develop a B2B rebate program. Aside from your
Are You a Price Leader or Price Follower?
The title of this article might also be rephrased as this question: When you set prices, how much do the competitor’s prices matter? What is
Q&A: Value vs. Willingness to Pay
Question: I am confused by the terminology around Value and Willingness to Pay (WTP). I may get $100 of value but only willing to pay
4 Tips to Successfully Negotiate B2B Deals
Many B2B sales are done with a direct sales force that negotiates with procurement agents. Procurement agents are MUCH better prepared to negotiate than salespeople.
Q&A: Can Most Annual Subscription Revenue Really Be Booked Every Jan 1?
Question: Hi Mark, In one of the course videos for Accelerate Your Subscription Business you mention “Subscriptions make forecasting and capacity planning easy — 70%