Impact Pricing Blog
Written by a Human!
Value-Based Pricing is an Attitude
It is humorous when some companies say they use Value Based Pricing. Usually, these are the ones that recently stopped using cost-plus pricing, so they
Commit to Expand
Most companies I work with use the phrase “land and expand.” Land means to win more new customers. Expand means getting your current customers to
Quick and Dirty Pricing Research
My go-to pricing research method for learning how much buyers are willing to pay is Van Westendorp’s Price Sensitivity Meter. (There is a plethora of
What if They Find Out?
The question that comes up EVERY time I teach price segmentation: “What if one customer finds out another got a better price?” Think about how you
Price Segmentation in TIOLI Markets
TIOLI stands for Take It Or Leave It. These are markets or customers where you don’t negotiate prices. Retail is TIOLI. You set one price,
Price Segmentation by Negotiating
If your salespeople negotiate prices with individual customers, you use price segmentation. The question is, are you using it well? Price segmentation means charging different